The Mad Clientist Archives - Page 44 of 85

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

The Mad Clientist

What Law Firm CMOs Love and Hate about Their Jobs

Law firm CMOs are basically split—45% are happy and fully engaged. This leaves more than half who are not.At 35%—the biggest segment of CMOs rate their jobs an 8 of 10. It’s good, they like it—but does not cross the line into thrilled, awesome, or fully engaged.Another 20% put their…

Michael RynowecerJanuary 31, 2018

The Mad Clientist

Only 4 Years Until AI Hits Big Time

Review your plans, make your decisions, and mark your calendars.Clients have a schedule for when the future will arrive. Top legal decision makers see AI making an impact in 3.96 years. The outlook for how law firms develop and implement AI may be up in the air – but client…

Michael RynowecerJanuary 24, 2018

The Mad Clientist

And the Winner of Best Strategy Is…

Law firms love to measure the growth. Not so much for market share.Market share gains or losses tell you how much business and the extent of clients you gained or lost versus other firms. You can add a whole new dimension to your strategic performance by looking at profits at…

Michael RynowecerJanuary 17, 2018

The Mad Clientist

How Clients Hire: Top Clients Impose Law Firm Hiring Moratorium

A group of forward-looking top legal decision makers have stopped hiring new law firms.“I am tired of spending my time listening to the same old story. They all say the same things. There is no point. It isn’t like I don’t know what I am going to get. I’ll work…

Michael RynowecerJanuary 10, 2018

The Mad Clientist

Aggressively Growing Your Highest Quality Clients

In this month's Client Relationship Lab, BTI Principal Jennifer Dezso shows you how to make sure you're aggressively growing and protecting your business with your highest quality clients. This client development plan is a tool to help you zero in on the clients who make the most sense for you…

Michael RynowecerJanuary 9, 2018

The Mad Clientist

Superstitions and Customs to Guide or Haunt Your New Year

A certain rock star litigator will wear 1 of only 2 ties when delivering closing arguments. He may add a new tie to this elite collection, but, only if he has success in less serious matters enough times for it to earn its keep as a good-luck tie.A top rainmaker…

Michael RynowecerJanuary 3, 2018

The Mad Clientist

BTI’s Holiday Wishes 2017

May this holiday season usher in a wonderful new year for you and yours.— from The Mad Clientist and everyone at The BTI Consulting GroupYou can view the this year's holiday card below, or on YouTube directly here: https://youtu.be/cPdRsuWs1TA

Michael RynowecerDecember 20, 2017

The Mad Clientist

Smart Questions To Get Clients To Open Up

Developing business doesn't happen by asking questions with yes or no answers. Truly understanding your clients' needs—and how your firm can help—comes from asking situational questions which drive robust answers. In this week's video, The Mad Clientist walks you through creating scenarios to get your clients talking.You can view the…

Michael RynowecerDecember 18, 2017

The Mad Clientist

The 16 Most Important Trends and Opportunities for 2018

Ten years in the making—growth in outside counsel spending returns. Before we party like its 2007, it’s important to realize the 2018 increase is different. 2007 saw new money flooding the market. In 2018, clients are making a strategic choice to move money from in-house staff to outside law firms.…

Michael RynowecerDecember 13, 2017