The Mad Clientist Archives - Page 44 of 86

Clients Single Out 326 Attorneys for Superior Client Service

Corporate counsel point to 335 attorneys—by name—who deliver the best client service. These are the BTI Client Service All-Stars 2019. Corporate legal decision makers single out each BTI Client Service All-Star—by name and in an unprompted manner. No attorney or firm can self-nominate, self-refer, nor pay to be included in…

Michael RynowecerMarch 28, 2018

The Mad Clientist

The 17 BTI Business Development Badasses

Business development is turning law firms into hawks and doves. The hawks seek out the clients they want. They invest more time and thought into winning and have a strict go/no go policy for RFPs. The hawks show up more prepared than anyone one else and way more than clients…

Michael RynowecerMarch 21, 2018

The Mad Clientist

Marketing Budgets per Attorney Jump Nearly 11%

Budgets may not be going up as a percentage of revenue, but per capita spending is. CMOs have been both clever and skilled in managing their budgets. Overall, increases in revenue are slightly outpacing increases in attorney headcount. Most CMOs have been able to keep their budgets untouched. This means…

Michael RynowecerMarch 14, 2018

The Mad Clientist

7 Unintended Branding Events to Stymie Any Brand Strategy

Law firms have at least 2 branding initiatives at any single point in time. One is carefully planned, orchestrated, researched, and measured to determine its success. The other is far less formal. It occurs as interactions between the individuals at your firm and people outside the firm—namely clients and potential…

Michael RynowecerMarch 7, 2018

The Mad Clientist

Anatomy of a Client Development Plan

20% of clients will drive 80% of your firm's financials. BTI Principal Jennifer Dezso shares how focusing on developing a comprehensive file on your star clients helps better manage your future business development efforts.You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/NfXmphZgyNA With…

Michael RynowecerMarch 5, 2018

The Mad Clientist

Clients Shatter 2 Records Helping Latham Shatter $3 Billion in Revenue

Clients are on pace in 2018 to record levels for spending the largest amount ever on outside counsel. At the same time, they rely on fewer law firms than ever.Latham, which has just posted the highest revenue of any law firm, has been following and using these shifting client and…

Michael RynowecerFebruary 28, 2018

The Mad Clientist

Forget AI, Fred Flintstone Has a Big BD Lesson for Law Firms

Fred Flintstone lived in a time when the concept of modern counting for tallying and tracking was coming into widespread use. As Big Data and AI try to muscle their way into law firms—you can still rely on a few Stone Age tools to reliably develop business and keep more…

Michael RynowecerFebruary 21, 2018

The Mad Clientist

Shoddy Law Firm Work Doubles

Shoddy work is driving clients crazy. And, it is driving twice as many clients crazy—in fact, 22% in 2017, up from 11% the previous year. Most of this sub-par work is unintentional. Certain law firms don’t even know they are missing the mark. What’s worse—clients simply let these firms fade away…

Michael RynowecerFebruary 14, 2018

The Mad Clientist

11 Trends Reshaping Law Firm Marketing and BD

Law firm CMOs are pushing change forward. Go-to-market strategies are starting to diverge. Law firm focus on client development is becoming more widespread. Twice as many CMOs think social media is overrated—as opposed to underrated—while the majority of CMOs are starting to use more targeted marketing tactics in attracting clients…

Michael RynowecerFebruary 7, 2018

The Mad Clientist

The Ideal Client Mix

Looking at your client relationships along the dimensions of Client Attractiveness and Money allows you to easily see which clients create better opportunities and have a stronger financial impact.Jennifer Dezso, BTI Principal, walks you through the steps you can take to assess and create your ideal mix of clients.You can…

Michael RynowecerFebruary 2, 2018