Raising the legal game: how to sell CLM internally

Technologies such as Contract Lifecycle Management (CLM) are not only revolutionising contract management, they are redefining the role of the legal department in modern business. However, in most cases, there are barriers and resistance to implementing this type of technology due to a lack of knowledge. Join us in this article as we delve into the strategies and keys to promoting CLM internally, overcoming resistance and making it the essential ally of your legal department. Get your pen and paper ready, because we are going to give you the keys to convince your internal stakeholders to want to implement CLM as much as you do. Let's get started!

In this article you will find:

1. How to deal with common challenges in CLM inside sales
2. Persuasive strategies for CLM inside selling
3. Success stories and practical examples
4. First steps to implement CLM internally

1. How to deal with common challenges in CLM inside sales

Resistance to cultural change is one of the most common challenges when implementing CLM internally. Both legal teams and other departments are often entrenched in traditional processes, and convincing them of the need to adopt new technology can lead to rejection. This is linked to a lack of understanding of how CLM can be aligned with each department's objectives. In addition, the lack of resources and the perception that CLM implementation is an overwhelming task are often a constant.

OK, let's look at how these challenges can be addressed:

• Educating internal teams about CLM's ability to improve efficiency, mitigate risk and ensure compliance is essential. Raising awareness of how this technology can become a strategic ally, rather than a threat, will help overcome this barrier.
• It is crucial to address this resistance by clearly communicating the tangible benefits of CLM, highlighting the tasks it will simplify and how it will reduce workload, enabling a more strategic approach to contract management.
• The fears associated with adopting CLM can be allayed by demystifying the process and providing a clear plan. Demonstrating how the benefits far outweigh the initial effort helps to build the confidence and commitment needed for successful implementation.

The implementation of CLM becomes an opportunity to transform not only the way contracts are managed but also the culture and effectiveness of the legal area as a whole.

2. Persuasive strategies for CLM inside selling

But let's go one step further. When it comes to convincing the business to adopt CLM, effective communication is essential.

• Finding the right internal partner: by focusing your persuasive efforts on those who understand the importance of contract efficiency and risk mitigation, you will secure key support for the success of CLM, so do not underestimate the power of having an internal advocate.
• At this point, look for common problems and areas for improvement where technology can help. Highlight how the CLM solves these issues.
• Align the CLM with the strategic goals of the organisation. If a clear link can be made between the adoption of CLM and improved operational efficiency, cost reduction and regulatory compliance, it will strengthen the position of CLM as a strategic investment.
• If the budget is too big a stumbling block and you see that it will be impossible to reach an agreement, divide and conquer! Run an initial project in the legal department, phasing it in before jumping to other departments or the whole organisation. The benefits gained from this trial will help you demonstrate that there is a clear benefit in adopting CLM.

You might be interested in: 5 keys for an optimal relationship with legal tech vendors

3. Success stories and practical examples

Need more arguments? Then let's move on to the third point and get down to the practical: use case studies and real examples. A picture is worth a thousand words, and showing how CLM is working for other companies with the same problems as yours is a powerful strategy. This not only serves as inspiration but also provides concrete evidence of how CLM can make a positive difference to the legal function.

A picture is worth a thousand words, and showing how CLM works in other firms is a powerful strategy.

Showing how the technology works and giving successful examples of how other firms have implemented it builds a compelling narrative and provides a realistic context. Explore CLM vendors, they are more than likely to have customers in your industry who have gone through the same issues you are experiencing.

4. First steps to implement CLM internally

OK, you have the attention of your interlocutors. But now they will ask you: what would such a project consist of? Let's see how you can answer them with some initial steps:

• Assess the scope of the project: Analyse how many users will use the CLM platform. Assess where to start and how far to go in the first phase. It is better to start step by step with successful implementations than with unmanageable pharaonic projects. Look at this article on how to boost a legal tech project with guarantees.
• Software selection: The choice of software is crucial. Finding solutions not only for current challenges but that are scalable for future needs, is imperative for long-term success. If you are unsure where to start at this point, you can start by looking for technology-driven, team-driven advice and an understanding of your priorities and issues.
• The search for the person behind the software: let's emphasise this because you must look for a provider that will give you effective support, with a team that understands your needs and knows how to give you the advice and support you need.
• Kick-off: buckle up! It's time to start the project, so be clear about who's going to be part of it and set out an achievable roadmap that will allow you to do what you set out to do. It's important to take it one step at a time but don't stop.
• User involvement: From the outset, it is essential to involve the users who will drive the implementation. Ensuring that the chosen software is intuitive and meets the expectations of the legal team is essential for these users to use it.

Want to implement a CLM but don't know where to start? Request a demo with one of our expert consultants and start innovating today!

Now you can fly!

Ignorance creates barriers and resistance, but if you have reached the end of this article, so you already have the first keys to promoting CLM internally. Now is the time to make this technology the essential ally of your legal department, the time to convince your internal stakeholders and the time to raise the legal game to new heights. Get ready to lead the change and unleash the potential of CLM in your organisation!