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The Mad Clientist

Don’t Be the Only Firm Underfunding Marketing and Business Development The Mad Clientist

Don’t Be the Only Firm Underfunding Marketing and Business Development

In 2005, the legal market was growing at over 10% a year—almost raining business. 2015 growth is just over 1%—yet law firms continue to spend the same relative amount of money to protect and acquire clients.Law firms currently spend 2.6% of firm revenue on marketing and business development.* This is…
Michael Rynowecer
November 4, 2015
CMOs Give D- to Digital and Traditional Agencies on Integrated Strategies The Mad Clientist

CMOs Give D- to Digital and Traditional Agencies on Integrated Strategies

CMOs rate their agencies a D- at bringing the digital and traditional worlds together.At a time when most agencies are promoting their ability to provide clients with high-quality integrated services across domains, most CMOs are having a different experience. CMOs worry about brands and messages being diluted because agencies don’t…
Michael Rynowecer
October 9, 2015
New Business for the Taking: Corporate Counsel Shift Work Back to Law Firms The Mad Clientist

New Business for the Taking: Corporate Counsel Shift Work Back to Law Firms

After 4 years of feverishly bringing work in-house corporate counsel are reversing course. BTI’s brand new study of 322 corporate counsel reveals these top decision makers will move $851 million of in-house spending back to law firms this year. This is in direct contrast to the more than $8 billion…
Michael Rynowecer
October 7, 2015
51.7% of CMOs Have Switched AORs—More to Come The Mad Clientist

51.7% of CMOs Have Switched AORs—More to Come

Winning clients isn’t the main problem for agencies—keeping them is. AORs are replaced on a 3- to 4-year rotating basis. Nearly half of CMOs point to poor client service as the leading driver for switching AORs.High churn rates indicate agencies are predominantly involved in individualized—not institutionalized—relationships. These project- or person-based…
Michael Rynowecer
October 5, 2015