The Mad Clientist Archives - Page 42 of 85

More Bet-the-Company Work but Fewer Bet-the-Company Law Firms

Top legal decision makers report they have more bet-the-company work than ever, but the number of firms clients think can handle the pinnacle of all matters shrank by 11%. Client demand and expectations for this high-risk work are going up faster than supply—good news for those firms who can brand…

Michael RynowecerMay 22, 2018

The Mad Clientist

Clients See More Law Firms Ready to Lead the Industry

Clients want to work with the firm who will be around to lead the industry. Top legal decision makers don’t want to work with law firms they think will get merged away or otherwise disappear. This is especially true for litigation which can last years. From a relationship standpoint, clients…

Michael RynowecerMay 21, 2018

The Mad Clientist

Clients Shorten Short Lists

Clients Shorten Short ListsEveryone wants to at least be on the short list. But clients want no part of it—trimming their short lists by 1% this year and 22% over the last 3. Clients indicate they want more knowledge from fewer firms. They have cut their law firm rosters to…

Michael RynowecerMay 21, 2018

The Mad Clientist

14 Firms Move Up in the BTI Brand Elite 28 for 2018

Try as you might to manage, control, focus, and provide clarity—ultimately clients define your brand based on their experience with you. Law firm brands are volatile. Clients change their perceptions of law firms based on their direct and indirect experience.Despite this, or perhaps because of these changes—clients identify 4 new…

Michael RynowecerMay 16, 2018

The Mad Clientist

9 Differentiators Driving Your Brand, Hirability, and Rates

So many things brand your law firm—some intentional, some not. But, despite the plethora of actions and inactions your firm engages in every day—9 rise to the top. These 9 branding attributes define your hirability, your brand, and your ability to garner premium rates. 9 factors are proven to break through…

Michael RynowecerMay 9, 2018

The Mad Clientist

Brush Up Your Resume, Here Are the Best Jobs in the Future of Law

Every law firm, every company has a tell. New positions at your firm tell the world so much about your strategic intent. You can tell if the firm is bold, passive, locked in the past, or unsure about the future—but everyone will know what story you’re telling with these positions,…

Michael RynowecerMay 2, 2018

The Mad Clientist

Clients have 2 big sources of insomnia. Law firms only cause 1.

Top legal officers are questioning themselves and their strategies. Something they don’t often do. And it’s keeping them up at night. The decision makers are unnerved by their law firms’ behavior—as they are now relying on their outside counsel more than ever before.Almost 30% of corporate counsel are unnerved because…

Michael RynowecerApril 25, 2018

The Mad Clientist

6 Killer Rules to Developing Business

The best business developers play by different rules than everyone else. Some rules come naturally and others are learned. Aspiring rainmakers can learn from the best. BTI isolated rules which serve as guideposts for those who bring in the most business. These are the 6 rules for killer business development.…

Michael RynowecerApril 18, 2018

The Mad Clientist

The Mad Clientist: Shoveling Snow Unlocks Market Feedback for Start Up

Around the age of 8, I started to shovel snow to earn extra money in Lynbrook, NY, a suburb of New York City. I had 2 main competitors: my friend from across the street and another at the end of the block. We each charged $2 to $3 per house,…

Michael RynowecerApril 11, 2018

The Mad Clientist

Legal Marketing Association Annual Conference – New Orleans

The Legal Marketing Association’s annual meeting is always a great conference and a valuable learning experience. BTI Principal, Jennifer Dezso, will be attending and presenting a not to be missed session for firms targeting new business from existing clients. Wednesday, April 11, 3:30 – 4:30 The Best Source of New Work…

Michael RynowecerApril 9, 2018