The Mad Clientist Archives - Page 66 of 85

12 Steps to Charging Whatever You Want

The GC of a global giant shared this gem during a client feedback interview: “I have on my desk right now yet another invoice which will require interpreters and a Sherpa to decipher and see if I should pay.” 80.1%* of clients think like this GC—questioning the value of their…

Michael RynowecerMarch 9, 2016

The Mad Clientist

The Business Development Blind Spot

You may be overlooking the silent race for business few law firms ever see or pursue.Market leaders stay ahead of competitors by sniffing out client pain and removing the sources of discomfort from their clients’ lives on a continuing basis. Your ability to do this before everyone else offers you…

Michael RynowecerMarch 2, 2016

The Mad Clientist

How Sharing Your Deepest, Darkest Secrets Increases Your Billings

You are your own worst enemy when it comes to delivering superior value to your clients. And not because you don’t deliver it. The overwhelming majority of professionals tend to keep the substantial value they deliver a deep, dark secret.Meet Darren, and the secret at the heart of his relationship…

Michael RynowecerFebruary 24, 2016

The Mad Clientist

Sensitivity Lessons from Napoleon and Mark Twain

“Give me enough medals and I’ll win you any war.”Napoleon Bonaparte“I can live for two months on a good compliment.”Mark TwainNapoleon makes 3 key points: 1) Give recognition to those who help you get where you want to go; 2) Public recognition is exponentially more powerful than private; 3) Publicly…

Michael RynowecerFebruary 17, 2016

The Mad Clientist

GCs Name 312 Attorneys Absolutely Best at Client Service

312 attorneys stand out as absolutely best at client service. Not just great—but head and shoulders above the rest as defined solely by clients. These are the BTI Client Service All-Stars 2016.The class of 2016 BTI Client Service All-Stars is especially impressive. Corporate counsel are the most demanding they have…

Michael RynowecerFebruary 10, 2016

The Mad Clientist

How Clients Hire: 6 Demands and Rewards from the New Generation GC

25% to 30% of Chief Legal Officers have been in their roles for about 3 years or less. They are part of the new generation of GCs who are taking over from the baby boomers. And we expect this number to more than double over the next 5 years.Now is…

Michael RynowecerFebruary 3, 2016

The Mad Clientist

Client RFPs Hit 15-Year High

More clients are using more RFPs to hire law firms than any point in the last 15 years.56% of corporate counsel issued RFPs for law firms in 2015, up from 45% in 2014. We now face a majority of clients using RFPs to hire new law firms. The increase is…

Michael RynowecerJanuary 27, 2016

The Mad Clientist

The Legal Trends Your Top Clients Face

It’s tough to make predictions, especially about the future. ― Yogi BerraThe most accurate part of making predictions is how people can always be counted on to make predictions. People predict the weather, the outcome of stories and, right now, the presidential election—often with heated passion.Predicting future legal markets may seem like…

Michael RynowecerJanuary 20, 2016

The Mad Clientist

8 Factors Driving Superior Client Service: How Law Firms Climb the BTI Client Service A-Team

Corporate counsel recognized fewer law firms in 2015 for superior client service than 2014. Despite the more demanding environment a few savvy and disciplined law firms buck the trend. These firms climbed the ranks or managed to stay on The BTI Client Service 30 while 11 firms dropped off this…

Michael RynowecerJanuary 13, 2016

The Mad Clientist

High-Margin, Complex Work Returns in 2016: How to Get Your Share

Look hard and you will see a faint light at the end of the tunnel. We don’t think it’s a freight train.Clients are making big time shifts to their spending. Large pockets of dollars are moving to areas where spending increases haven’t been seen in years. And these moves are…

Michael RynowecerJanuary 6, 2016