Small Law Firm Gets Marketing Edge from Extranet Technology

For more than a year, attorney Ron Drescher was thinking about a tool like WorkSpace. When he was introduced to West Group's extranet offering, he believed that he found the appropriate solution.

Drescher & Associates is a three-attorney firm in Baltimore, Maryland, with a bankruptcy and commercial litigation practice.

"It is difficult for one lawyer to distinguish himself from another. You need something beyond competence and a price point," said Drescher. "Client communication is the key, and this gives me both a marketing edge, as well as a more effective way of communicating with my clients."

Among Drescher's current WorkSpaces is a major banking institution, and one client with numerous concurrent open matters-all kept up to date in individual eRooms.

"I have one client with a dozen matters in his WorkSpace. Everybody loves it," adds Drescher. "My client used to call each day for an update on matters. Now, he just logs on. He is happy. I am happy. All his documents are posted in his WorkSpace."

Law Office Technology

Drescher and Associates utilize a cable modem connection to the web, from their offices. A high-speed line of some type, be it DSL, cable or T1 is highly recommended for maximum ease-of-use. However, all that is needed to use WorkSpace is a connection to the Internet, and a browser.

The firm has a workstation with relatively inexpensive equipment, a desktop personal computer and a combination scanner/printer. It takes about four minutes to scan 20 pages of a document, and a few seconds to upload it into a WorkSpace.

Ron uses a Macintosh laptop, with Outlook Express, surfing the web on an Internet Explorer browser. His case management software is in a FileMaker Pro environment.

By using an Application Service Provider (ASP) offering, Drescher has automatic access to upgraded versions of WorkSpace, as they are released from time to time.

Marketing Advantage

Drescher and Associates also promotes the use of WorkSpace-front and center-on the home page of his firm's web site (at www.drescherlaw.com). Potential clients immediately see his use of advanced technology; current clientele can access the extranet from the web site itself. The firm web site is hosted with a local provider, and updated occasionally by the firm through the use of file transfer protocol (FTP).

Drescher and Associates has had a web site since 1997. The firm does not run any type of traditional advertising. Drescher speaks and writes often in the legal community, and maintains a professional listing in Martindale-Hubbell.

"This is a great tool for any firm with corporate clients," said Drescher. "And it gives me a huge advantage over smaller firms, offering good service and good pricing."

It also evens the playing field with mid-size and large firms, which often assume that the use of extranet technologies is reserved for the "big". Not only is that untrue today, but his extranet version is more up-to-date than a 1,000-plus law firm with a similar offering. Because the large firm employs the software and hardware themselves, at a substantial six-figure cost, upgrading is more difficult.

Collaborate World Wide

Licensed in Pennsylvania, Maryland, Virginia and California, the "virtual WorkSpace" makes hands-on client contact and collaboration easy and inexpensive. The use of WorkSpace allows constant contact, and largely eliminates numerous phone calls, e-mail, overnight packages and faxes.

"E-mails are like rabbits. They multiply out of control. You need to try and remember where you saved it, whether your deleted it, whether you created a separate file," said Drescher. "Usually, I would just leave it in my inbox. The extranet is much more manageable and useful."

Intranet-Style WorkSpace

Drescher uses one WorkSpace simply for communication and access among his staff. While a small firm does not require an Intranet, a private WorkSpace allows for the posting and creation of many similar Intranet-type functions.

Billing

Drescher & Associates simply charges clients a small monthly fee, which covers the cost of the WorkSpace seat licenses for his users. With no hardware or software requirements, the WorkSpace seats pay for themselves.

Favorite Features

Each Drescher and Associates WorkSpace is custom-branded with the law firm's logo. The most used features, thus far, are notes, posting of documents with version control, and announcements. He especially likes the reports, which allows him to see the last time one of his users has accessed the WorkSpace.

Conclusion

With his type of practice and clients, West WorkSpace provided the solution that Ron Drescher had been thinking about for some time. It gives him an edge in marketing, an edge in technology, and a more efficient and effective way to collaborate and communicate.