The Mad Clientist Archives - Page 33 of 87

7 Anti-BD Tactics—or How to Ensure You Will Never Get the New Work

Business development—the pipeline to the future—is still a second-class citizen. It gets no respect. So many attorneys treat pitches as an afterthought. Clients see it, feel it, and know it. And these lightly prepared pitches don’t win the work. Here are just 7 examples of how at least a few…

Michael RynowecerNovember 20, 2019

The Mad Clientist

Clients Embrace LinkedIn: Reveal All

Right there in plain sight. An insightful look into, if not the very definition of, your client’s world view. It’s on LinkedIn. This isn’t a superficial glance at where they went to school—it’s about finding snippets of insight buried within the introduction, comments, posts, likes, connections, and frequency of their…

Michael RynowecerNovember 13, 2019

The Mad Clientist

5 Reasons to Call Your Client Right Now

There are hundreds of reasons not to call your client—and at least 5 reasons you should. The opportunities to help clients during the final months of the year are 10 times greater than at the beginning. As the corporate world draws to its annual close, the race to complete both…

Michael RynowecerNovember 6, 2019

The Mad Clientist

How to Tell Clients You’re Raising Rates

The sun rises in the east and sets in the west. And law firms raise their rates. Clients expect rate increases. But how your client responds is highly dependent on the nature of your relationship and where you stand within their hierarchy of law firms. Raising rates, and the discussions…

Michael RynowecerOctober 30, 2019

The Mad Clientist

CMOs Find New Life with Future Rainmakers

It’s rewarding, helps the firm, and helps them—the trifecta of engagement and satisfaction. 26% of CMOs tell us spotting and nurturing future rainmakers is their strongest skill. Not only does this skill help fuel the stream of future rainmakers—CMOs find this one of the most gratifying aspects of their role.…

Michael RynowecerOctober 23, 2019

The Mad Clientist

Clients Unleash New Wave of Outside Counsel Spending in at Least 7 Practices

Put away your umbrellas. Get out your buckets. It’s raining new complex business on outside counsel. Top legal decision makers tell us they see no relief in the deluge of uncertainty and complex work—even if the US reaches a trade agreement and Brexit gets settled. The world has become more…

Michael RynowecerOctober 16, 2019

The Mad Clientist

Score One for Law Firms Over ALSPs

It takes savings of at least 24% to get an executive to even entertain switching providers. You can offer these savings in time or money—but if it doesn’t meet the 24% threshold, you are toast. How ALSPs Negate Their Own Savings ALSPs offer raw savings but are getting killed in…

Michael RynowecerOctober 9, 2019

The Mad Clientist

9 Trends Changing the Litigation Market

Clients are completely reassessing how they hire law firms and their strategy for moving forward. This reboot can be your best friend—but only if you make the trends work for you. Here are the most important 9: Litigation spending on outside counsel is up 6% since 2018—in-house departments are not…

Michael RynowecerOctober 2, 2019

The Mad Clientist

23 Best of the Best Law Firms in Class Actions

Class Actions show big increases in spending and bigger increases in uncertainty. Plaintiff attorneys are becoming ever more aggressive while defendants are spending more to mount their defenses. Clients are getting pickier about who they want defending them—based more and more on their understanding of the hidden risks which are…

Michael RynowecerSeptember 25, 2019

The Mad Clientist

Law Firms Leading in 5 Areas of Litigation—and the Market Drivers

Litigation spending is in its 3rd year of an upward march. Corporate counsel are spending more on outside counsel. Much more. And a big portion is earmarked for new, complex, high-risk matters—meaning these are real opportunities to get your foot in the door. The Powerhouse and Standout law firms in…

Michael RynowecerSeptember 25, 2019