The Mad Clientist Archives - Page 56 of 87

6 Tactics for Talking Rates with Clients

The only question you can be sure every client is going to ask prior to hiring you is: How much will this cost? The more you prolong addressing costs the more it becomes the elephant in the room. And it leaves everyone wondering who’s going to force the issue first.Take…

Michael RynowecerMarch 27, 2017

The Mad Clientist

Clients See Fewer Bet-the-Company Law Firms as This Work Surges

The number of clients reporting they face Bet-the-Company work quadrupled over the last 4 years. But, top legal decision makers at these companies report 17% fewer law firms are equipped to handle these high-risk matters. Clients see 126 law firms able to handle their Bet-the-Company matters—less than 20% of all…

Michael RynowecerMarch 27, 2017

The Mad Clientist

Clients Name More Tech-Savvy Law Firms in 2017

More law firms are upping their client-facing tech savvy. Clients recognize 33 more law firms than last year for Tech Savvy—an impressive 38% increase over last year. Clients are looking for technology which streamlines processes and communication, and enables improved reporting about budget and work to date. Clients name 119…

Michael RynowecerMarch 27, 2017

The Mad Clientist

Number of Law Firms Worth Premium Rates Continues to Climb

Top legal decision makers are paying more law firms premium rates than last year. This is a direct result of the surge in Bet-the-Company work and the growing number of law firms delivering more value. BTI research shows 28 law firms gained newly earned status in especially hard to get…

Michael RynowecerMarch 24, 2017

The Mad Clientist

Big Growth in Firms Making Big Changes to Boost Client Service

Clients report a 60% increase in the number of law firms making changes to boost client service. Clients note selective use of client feedback, improved communication, more reaching out for client preferences, increase in firms anticipating needs, and offering proactive advice. And of course, response time is always just what…

Michael RynowecerMarch 24, 2017

The Mad Clientist

Clients See Big Changes in Law Firm Brands—The New BTI Brand Elite 28

Brand defines who you are to clients. Not who you were. Our research reveals 8 firms who boosted their brand enough to find their way onto the BTI Brand Elite 28—which also has the effect of knocking 8 firms off. Clients See Changing Brands—Law Firm Brands Become VolatileClients rely on 9…

Michael RynowecerMarch 20, 2017

The Mad Clientist

Only 20% of CMOs Trusted Advisors

Advisors bring deep knowledge and insight. Trust means you are relied on. Only 20% of CMOs feel like they are both. The bulk of law firm marketing leaders believe they are supported, respected, and well thought of—but—they have not yet gained the coveted trust.*CMOs who believe they are relied on…

Michael RynowecerMarch 15, 2017

The Mad Clientist

Client Research: Super-Charged Business Development

Client research is more than a quick perusal of a client's website, and The Mad Clientist is here to run through the ways you can super charge your business development by taking your client research in the right direction. You can view the video below, or on YouTube directly here: https://youtu.be/jBvOtMSjQek We’ll…

Michael RynowecerMarch 13, 2017

The Mad Clientist

The Business Development Window is About to Open—For a Very Short Time

It’s prime cross-selling season.Every 12 to 18 months your clients face new and vexing problems. These issues change like clockwork. Some will appear, disappear, and reappear over time—but the issues will always have a new and more complex twist. The time is upon us.There are few better cross-selling opportunities than…

Michael RynowecerMarch 8, 2017

The Mad Clientist

Getting the Lucrative Work Before it Goes to RFP

Bet-the-Company and complex matters are permeating the marketplace, and clients aren't inclined to go out to RFP. The Mad Clientist walks you through exactly how firms get access to this work.You can view the video below, or on YouTube directly here: https://youtu.be/m7QXDZQueG4 You can also find more details on the client…

Michael RynowecerMarch 6, 2017