Michael Rynowecer, Author at The BTI Consulting Group

Could it be Low T?

Client relationships feeling a little sluggish lately? Losing some of the old vitality they used to have? The conversations, the vibe and the business you’re getting just don’t have the spark or energy they once had. You feel like they’re a shadow of what used to be. Is it Low T?…

Michael RynowecerMarch 25, 2015

The Mad Clientist

60% of Clients Replace Their Primary Law Firm

60% of large clients have replaced one of their 2 primary law firms—the highest turnover rate in 7 years. The overwhelming reason—mediocre client service. The scary part—the client service isn’t bad—it’s just not great. Corporate counsel show shrinking patience for anything short of a superior client experience. Clients now believe even…

Michael RynowecerMarch 18, 2015

The Mad Clientist

13 Unspoken Rules of Client Relationships

Unspoken rules are the gifts which keep on giving for some and the bane of our existence for others. Those who know and live by these rules thrive and love what they do. Those who don’t work harder for less enjoyment and return—they may love what they do—but not quite…

Michael RynowecerMarch 11, 2015

The Mad Clientist

Warning: Large Law Wants to Crush You like a Bug

BTI’s new research reveals the largest 30 law firms are the most aggressive when it comes to business development. Their goal is to crush you like a bug. No disrespect intended. No slight. Just business. These 30 law firms are virtually the only ones who describe their BD goals as…

Michael RynowecerMarch 4, 2015

The Mad Clientist

Itty Bitty Goals—Strategic Planning’s Fourth Deadly Sin

The only thing scarier than a big goal is a small goal. Big goals are often wrongly equated with big risk. You are taking a chance. And you just might lose. But, a well-crafted strategic plan can reduce risk and point you to the strategies capable of delivering outsized returns.…

Michael RynowecerFebruary 24, 2015

The Mad Clientist

The 6 Traits of the Client Service All-Stars

Click here to download your complimentary copy of the BTI Client Service All-Stars 2015.

Michael RynowecerFebruary 18, 2015

The Mad Clientist

General Counsel Name 354 Attorneys Absolutely Best at Client Service

Most attorneys are focused on building out the expertise and practice capabilities needed to tackle every client need. Relatively few focus on delivering the absolute best client service. Not good service—the absolute best. The BTI Client Service All-Stars are the exception: serving the client better than anyone else. 14 years…

Michael RynowecerFebruary 9, 2015

The Mad Clientist

Crafting a Killer Proposal

You’ve learned how proposals get no respect or love—hurting your chances of getting new business, and how to strategically select the RFPs which do merit your love with BTI’s RFP Go/ No Go checklist. After reviewing the checklist and deciding a proposal is worthy of a response, all you need now…

Michael RynowecerFebruary 4, 2015

The Mad Clientist

Your RFP Go/No Go Checklist for Winning the Best Work

Last week’s blog post was a call to action for law firms to reframe thinking about RFPs from lost soul of business development to bastion of opportunity to win work. All it takes is some love and respect—and a touch of strategy. Businesses thrive on making targeted, clear decisions. Strategic…

Michael RynowecerJanuary 28, 2015

The Mad Clientist

Dragged Kicking and Screaming to the Perfect RFP

Law firms work 4 times harder than 5 years ago to get a new dollar of business. This trend makes the following statements we’ve heard about chasing proposals and pitches all the more frightening: “This company is so big you don’t really need to have an existing relationship with them…

Michael RynowecerJanuary 21, 2015