The Mad Clientist Archives - Page 71 of 87

How Clients Hire: Why New GCs Always Fire 1 Major Law Firm

It’s only taken 15 months. New GCs are making a serious and meaningful change in their legal departments—especially where their law firms are concerned. The result: 37.2% of large clients hired a new law firm—one with whom they haven’t worked (in recent history)—up from 23.5% last year.About 16% of companies…

Michael RynowecerAugust 5, 2015

The Mad Clientist

Do Your Clients Cringe When Your Documents Show Up—This One Did

“I do not want to work with you to select the words, develop the structure of a paragraph—or document—for that matter. What I want is a thoughtful piece where—if I choose—I can add insight or new thinking. Do not send me your draft documents.I don't care if you stamp it…

Michael RynowecerJuly 29, 2015

The Mad Clientist

Clientology: How Clients Hire and How Law Firms Win Work

As a new generation of legal decision makers steps into power and competitive forces remain at record highs, the way law firms win and retain clients is being redefined. A few years ago, law firms could see the competition coming. Like-sized firms with similar geographic footprints and service offerings were…

Michael RynowecerJuly 23, 2015

The Mad Clientist

Your Summertime Double Dog Dare

Ok. Your firm isn’t into the client feedback thing. Or maybe your firm is into it but only conducts a dozen or maybe even a couple of dozen interviews a year. They haven’t gotten to your client just yet or the feedback is more stream of consciousness than feedback. It’s…

Michael RynowecerJuly 22, 2015

The Mad Clientist

The Client Focus Foible

Michael RynowecerJuly 13, 2015

The Mad Clientist

How 6 Seconds of Silence Nails New Business

Your client is looking right at you. No words—just deep in thought. You just said something which made you very different from everyone else. Were you provocative? Did you just change your client’s perspective? If you're like most people you may not exactly know. But you do know you seriously…

Michael RynowecerJuly 8, 2015

The Mad Clientist

The Most Recommended Law Firms

Last week we shared why only 33.3% of corporate counsel recommend their primary law firm to a peer—a task they do not take lightly. Recommendations are personal statements about the recommender as much as they are about a law firm’s client service, quality and commitment. With clients always expecting more, law firms…

Michael RynowecerJune 24, 2015

The Mad Clientist

Client Service Suffers Second Biggest Drop — Here’s Why

Clients want more. And don’t stop wanting more. Ever. Only 33.3% of corporate counsel recommend their primary law firm to a peer—a substantial drop from the 40.1% who recommended their primary law firms last year. This marks the second biggest drop in 15 years. Credit one reason—The Client Expectation Gap. …

Michael RynowecerJune 17, 2015

The Mad Clientist

Every Firm Can Beat the Spike In Attorney Resistance to Change

The more things change the more we resist. 54.1% of law firm marketing leaders report partner resistance to change as their most vexing problem—more than doubling from the 22.5% reported in 2005. Back then, corporate legal spending was soaring while law firms worried only about capacity to meet demand. Fast…

Michael RynowecerJune 10, 2015

The Mad Clientist

The Great Revenue Deception

Revenue is so deceptive. As long as we have growth it's all good. But, it hides so many sins and can be so misleading. It can also mask great success. Too bad it sits right up at the top of the income statement for all to see. Hiding the Truth…

Michael RynowecerJune 2, 2015