CMOs Plan to Cut Agencies by 1/3: 6 Tactics to Stay Off the Chopping Block
CMOs expect to cut their roster of agencies by 33%—from 7 agencies down to fewer than 5 by 2017. This consolidation stems from the search for better service, more value, and more streamlined agency management.The good news: agencies can use this knowledge to build stronger, lasting relationships with large clients.The…
Michael RynowecerSeptember 28, 2015
Fear as a Differentiator—The BTI Fearsome Foursome
Few law firms embrace fear as a differentiator. Yet corporate counsel do. In fact, corporate counsel identify 4 firms more fearsome than all others—the BTI Fearsome Foursome.Fear is healthy in the right dosage—it helps you stay out of danger. The same can be said for the Fearsome Foursome. Corporate counsel…
Michael RynowecerSeptember 23, 2015
Technology Is Not Killing Advertising. Agencies Are.
It’s easy for agencies to point to the avalanche of all things digital as destroying the dynamic between clients and advertising agencies. In-depth research with over 150 CMOs reveals the digital world isn’t ruining these relationships—agencies are.Agencies have long been subject to—and forced to adapt to—the preferences of consumers and…
Michael RynowecerSeptember 21, 2015
The 8 Habits of Highly Profitable Law Firms
Everyone loves profits. Everyone loves to talk about profits per partner. We will restrain ourselves and not talk about the value of profits per partner as a metric, as hard as it is. Instead, let’s focus on how people stare endlessly at the eye-popping numbers of the top reported firms.…
Michael RynowecerSeptember 16, 2015
Why Clients Always Hire Pigs and Not Chickens
Question: In a bacon and egg breakfast, what’s the difference between the chicken and the pig?Answer: The chicken is involved, but the pig is committed.Most of the time, being called a pig is not a compliment. But if clients think you are a pig, it is the ultimate seal of…
Michael RynowecerSeptember 9, 2015
BTI Client Service A-Team: CMOs Rank Digital and Traditional Agencies
The BTI Client Service A-Team 2015 gives you the facts you need to boost client service based on actual client feedback. Learn what the top performers, The BTI Client Service 15, are doing to outpace competitors. Get details on over 200 digital and traditional agencies—by name—with insights on how clients…
Michael RynowecerSeptember 9, 2015
Your Law Firm Is Leaking Clients
The biggest expense for a water utility is leakage. Water seeps out of the connections and valves consuming all the energy and labor costs along the way until disappearing into the ground. The same can be said for law firms and their clients.Yesterday’s large client can disappear, vanish, fade away.…
Michael RynowecerAugust 26, 2015
9 Tips to Transform Your Thought Leadership into New Business
Thought Leadership or Thought LeadershipThe emphasis is the difference between new business and being deleted. Leadership gets you new business and commands higher rates. You are an educator. You are a source of new, original knowledge. Leadership means your clients and potential clients will look for your thoughts—and, best of…
Michael RynowecerAugust 19, 2015
Large Law Edges Out Mid-Sized Firms for New Work, with Higher Rates
The score is in: large law 60, all others 40.60% of law firm hires went to larger law firms (650 lawyers or more) in the last year. Clients report hiring large law as a result of increased and more pointed attention—think industry knowledge and more specific discussion of company issues. Think…
Michael RynowecerAugust 12, 2015