I have conducted and directed more than 20,000 client feedback interviews and interviewed 5,000 of the best and biggest rainmakers. I use all this to do one thing – help my clients grow their clients. My love of strategy and hitting the sweet spot with clients in revenue generation led to starting BTI more than 30 years ago.
Michael B. Rynowecer
I admit it.
I am The Mad Clientist
Every week, you can find me sharing legal industry news, actionable and critical insights from BTI’s independent research, powerful client analytics every firm can use, market outlook commentary and much more at my blog—The Mad Clientist.
As President and Founder of BTI, Michael has drawn on in-depth independent research to develop high-impact client feedback programs, brand preference and perception rankings, innovative business development counsel and a wide-range of strategic consulting to organizations who want to improve performance and drive growth. Throughout his career, he has been a trusted advisor to top legal decision makers. His clients include 6 of the Fortune 10 as well as more than 200 professional services firms across the globe.
Michael is also a fixture in the business press, commenting on markets, trends and strategies. He has written extensively about BTI’s world-class client feedback methodology and about the ‘17 Activities’ that BTI’s research has revealed as statistically proven to drive superior client relationships. His most recent book Clientelligence® is a definitive guide of powerful insights for client acquisition, retention, new business and revenue generation. Rated by Kirkus Reviews as a “treasure trove of useful intelligence for business improvement,” the book details research-backed and unique activities for firms to embark upon to drive superior client relationships.
Michael has authored more than 40 publications on all aspects of client relationships, client service, client feedback, business development and strategy.
BSBA Syracuse University
MBA Babson College
10 Years, Practice Leader, Pwc
Founded BTI in 1989
Expertise in Client Feedback, Business Development & Client Service for 30+ years
Latest Insight from The Mad Clientist
Law Firm Growth Surges – But Business Development Investments Nosedive
Revenue is up – make it way up. Attorney headcount is up. Marketing and Business Development (MBD) spend as a percent of revenue is down. As law firms get bigger and fight for laterals and clients – they are allocating less to Marketing & Business Development. The numbers tell the…
CMO’s Pinpoint 7 Make or Break Skills to Bet On
Law firms make a lot of bets. On Talent – Technology – Markets – Leaders and CMOs for instance. These bets offer keen insight into the market, competition, and the skills which can make or break your marketing and BD. This is one reason we asked 121 law firm marketing…
Did Clients Just Go Sour on Rankings and Directories?
What a difference three years makes. Just three years ago, directories were on the upswing with clients – 28% of corporate counsel valued attorney rankings. But our latest survey of over 350 corporate counsel reveals a sharp decline in enthusiasm: Only 4% still find rankings valuable 18% like them but…
Nobel Laureate Discovers Why Attorneys Undermine Their Own Business Development
It's a psychological minefield trapping even the brightest of legal minds. Prospect Theory – developed by psychologists Daniel Kahneman and Amos Tversky in 1979 – explains how people make decisions when facing uncertainty. It especially applies when outcomes are unknown. The following 4 key insights help you eliminate the negative…