The Mad Clientist Archives - Page 74 of 84

Business Development Lessons from Hannibal Lecter

“The answer is right in front of you...” —Hannibal Lecter to Clarice Starling, FBI Trainee, in The Silence of the Lambs The key to new business is right in front of you. The typical law firm has about 23% of the business they could be getting from a top client.…

Michael RynowecerSeptember 24, 2014

The Mad Clientist

Corporate Counsel Shift Another $1.1 Billion In-House

BTI’s first look at legal spending for 2014 and 2015 shows corporate counsel continue on a 3-year path of bringing work in-house. Larger companies, with $1 billion or more in revenue, are on track to move another $1.1 billion in legal spending in-house. This is on top of the $5.8…

Michael RynowecerSeptember 15, 2014

The Mad Clientist

Clients Demand More, Get More: Happiest with Law Firms in 3 Years

Client investment—both financial and emotional—in law firms jumps after a 3-year decline. In 2014, 40.1% of corporate counsel recommend their primary law firm to a peer, up from 31.4% in 2013. Increasing client investment can be good or bad news—it all depends on whether or not your client is investing…

Michael RynowecerSeptember 3, 2014

The Mad Clientist

It was 25 Years Ago Today…

Michael RynowecerAugust 21, 2014

The Mad Clientist

How to CYA (Cover Your Achilles) Before You Ever Need To

Achilles, the Greek war hero, struck down by a strategically targeted arrow. It only took a single vulnerability to topple the seemingly invincible. In his death, the mighty Achilles taught us a valuable lesson: do not simply rely on your strengths; know your vulnerabilities and take great care to not…

Michael RynowecerAugust 13, 2014

The Mad Clientist

Law Firm Discounts Defy the Laws of Physics

To see exactly where your firm's rates compare to what clients are paying in BTI's Billing Rate Reference 2014, visit: www.bticonsulting.com/rates.

Michael RynowecerAugust 5, 2014

The Mad Clientist

The Hitchhiker’s Guide to Profitable AFAs

Far out at the edges of unchartered space exists the mostly uninhabited planet of Profitable AFAs. This isn’t science fiction comedy. Profitable AFAs do, in fact, exist. We partnered with our friends at Law360 to survey more than 750 attorneys. What we discovered is 22% of partners are prospering in…

Michael RynowecerJuly 29, 2014

The Mad Clientist

Press 1 If You Are in a Legal Crisis, Press 2 If Your Matter Has Billings in the 7 Figures

The Mad Clientist: How many true emergency, ‘I need help right now,’ phone calls does your firm get in a year? 1, 2, 5? Law Firm Leader: There are at least a dozen I can name off the top of my head…maybe 15. The Mad Clientist: So, once a month?…

Michael RynowecerJuly 23, 2014

The Mad Clientist

How to Stand Out in a Crowded Tank

Anna, about 3, immediately pulled Mom by the hand over to the lobster tank asking in a loud excited voice: “Where’s Larry?! Where’s Larry?!” as she approached the lobster tank at Captain Marden’s in Wellesley, MA. Mom asked Steve, the man behind the counter, if he could take a moment…

Michael RynowecerJuly 16, 2014

The Mad Clientist

The Orange

Wild Question Marks and devious Semikoli, but the Little Blind Text didn’t...

Michael RynowecerJuly 15, 2014