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The Mad Clientist

40% of Law Firms Now Use Industry Groups—Here Are 8 Ways to Turbocharge Yours The Mad Clientist

40% of Law Firms Now Use Industry Groups—Here Are 8 Ways to Turbocharge Yours

Industry groups are a bet. Low-risk/high-reward—but a bet, nonetheless. Firms are betting they will attract marquee clients and fuel existing relationships. Those who don’t use industry groups are betting their marketing won’t be diluted by the rapidly growing list of firms who do. At 36.9%, more law firms than ever…
Michael Rynowecer
February 19, 2020
Now Clients Want the Inside Skinny: How Exactly Do You Train Your Associates? The Mad Clientist

Now Clients Want the Inside Skinny: How Exactly Do You Train Your Associates?

Clients have a whole new set of substantive questions for their law firms—especially the ones they are thinking about hiring. And it could just be a sleeping game changer. Clients want to know exactly how you train your associates. Not just surface-level answers and statistics. They are looking for content,…
Michael Rynowecer
February 5, 2020
Bet-the-Company Work Right Under Your Nose—Clients Point to 9 New Triggers The Mad Clientist

Bet-the-Company Work Right Under Your Nose—Clients Point to 9 New Triggers

Clients used to have 3 clear criteria to segregate out the bet-the-company matters. Their reasons were cut and dried for years, if not decades. Now they have at least 12. This explains why 32.7% of companies report facing bet-the-company matters—almost double the number from last year (17.6%). The 9 new…
Michael Rynowecer
January 29, 2020
You Think You Won the Work, Your Client Says “Your Budget is Too High” – The Best Answers The Mad Clientist

You Think You Won the Work, Your Client Says “Your Budget is Too High” – The Best Answers

You won the pitch. You had it nailed. You were ready for this pitch way before your client ever asked. You feel like congratulations are in order. Then your client asks for the budget. You work diligently and come up with a number—the number it takes to get the job…
Michael Rynowecer
January 22, 2020
18 Key Takeaways from BTI’s Annual Market Outlook & Client Service Review The Mad Clientist

18 Key Takeaways from BTI’s Annual Market Outlook & Client Service Review

So many trends on so many fronts. But they all have the same impact—opportunity. Clients are spending more with outside counsel—mostly at higher rates. And, increased complexity drives clients to develop new expectations for client service. We discussed this evolving trend and at least 17 others with more than 1,200…
Michael Rynowecer
January 15, 2020