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Michael B. Rynowecer

I admit it.
I am The Mad Clientist

I have conducted and directed more than 20,000 client feedback interviews and interviewed 5,000 of the best and biggest rainmakers. I use all this to do one thing – help my clients grow their clients. My love of strategy and hitting the sweet spot with clients in revenue generation led to starting BTI more than 30 years ago.

Every week, you can find me sharing legal industry news, actionable and critical insights from BTI’s independent research, powerful client analytics every firm can use, market outlook commentary and much more at my blog—The Mad Clientist.

As President and Founder of BTI, Michael has drawn on in-depth independent research to develop high-impact client feedback programs, brand preference and perception rankings, innovative business development counsel and a wide-range of strategic consulting to organizations who want to improve performance and drive growth. Throughout his career, he has been a trusted advisor to top legal decision makers. His clients include 6 of the Fortune 10 as well as more than 200 professional services firms across the globe.

Michael is also a fixture in the business press, commenting on markets, trends and strategies. He has written extensively about BTI’s world-class client feedback methodology and about the ‘17 Activities’ that BTI’s research has revealed as statistically proven to drive superior client relationships. His most recent book Clientelligence® is a definitive guide of powerful insights for client acquisition, retention, new business and revenue generation. Rated by Kirkus Reviews as a “treasure trove of useful intelligence for business improvement,” the book details research-backed and unique activities for firms to embark upon to drive superior client relationships.

Michael has authored more than 40 publications on all aspects of client relationships, client service, client feedback, business development and strategy.

  • BSBA Syracuse University

  • MBA Babson College

  • 10 Years, Practice Leader, Pwc

  • Founded BTI in 1989

  • Expertise in Client Feedback, Business Development & Client Service for 30+ years

Latest Insight from The Mad Clientist

The Mad Clientist

The Law Firms Top Legal Decision Makers Recommend Above All Others

There is no better source of inbound leads than the unsolicited recommendation from one top legal decision maker to another. And they all recommend firms — more often informally than not. This is how the unsolicited law firm recommendation travels. More than 2/3 of these decision makers hire the first…
The Mad Clientist

Clients Go Window Shopping, Get Second Opinions in Hunt for New Law Firms

New research shows clients think law firms can’t keep up with all the new regulations — leaving them with a dearth of answers or inconclusive answers they can’t use. Soaring litigation and pressure on legal departments to stay ahead of the curve creates immediate need for definite and relevant response.…
The Mad Clientist

5 Practices Leading Legal Spending, Plus How You Can Win the Work in 2023

Previously unseen matters are pouring in along with the old — soaking up a good portion of new legal spending. And clients are seeing more reasons to relook at M&A — not to mention the record backlog. Combine this with in-house attrition and retention issues and it all adds up…
The Mad Clientist

The Day My Sales Call Went Horribly Wrong

I stood there, staring, watching a business development train wreck happen before my own eyes — I couldn’t stop it. A rock star high-tech company wanted help with its strategy. They enjoyed a meteoric rise from start-up to multi-hundred-million-dollar company. They wanted help mapping out their next moves. We plotted,…