Business Development

We conduct an enormous number of client interviews at BTI. We have conducted more than 300 just this year. We hear a lot. It covers the spectrum and always brings an unexpected surprise. Most good — while others grab your attention — immediately. These 7 mini cases offer a learning…

Law firm marketers have boundless energy around pitches and RFPs — pro and con. As do clients and the attorneys working on these pitches and pursuits. We heard from them all — in droves after our last 2 posts. They all focused on 2 schools of thought: What clients want…

“Very focused on our business and industry.” Senior Corporate Counsel, Large Tech Company “Thoroughly analyzed our case and provided a very detailed presentation. It was impressive.” Deputy General Counsel – Litigation, Leading Financial Service Organization “Very effective in building a presentation around our unique legal needs and how they can…

Everyone hates RFPs. Clients. Law firms. And now clients are changing how they use them. They are not. Like so many things arising from the pandemic era — we are looking at extremes. Only 11.2% of clients are preparing to issue an RFP, with another 10.2% thinking about it. This…

High-quality voice dialogue between clients and their relationship partners remains rare. Only 21% of clients report a high-quality ongoing dialogue with their main partner outside of a matter-related discussion. This leaves a lot of room to develop client relationships. But outside attorney reluctance to call runs rampant. Here are the…

Law firms are not alone in their uncertainty. Top legal decision makers see some law firms are at capacity while others are slow. It's highly uneven for law firms. It can make the most confident CLO stop and think about the best way to manage outside counsel. Especially in the…

Late bills and inaccurate invoices enjoy a special place in the law firm relationship. Almost endemic — the invoicing process has advanced little in improving the state of the art. This is especially concerning for any law firm serving the private equity market. Kirkland is out searching for their first…

There is no shortage of decisions facing law firm leaders. The nature and number of issues keep heading up. These leaders are looking for new ways of doing business — at least for their firm. They see high stakes — and big opportunity. Law firms have never been this big…

Clients are certain about their plans despite uncertainty surrounding the legal industry and the world. Fully 52% plan to increase spending on outside counsel. Another 37% are holding steady at 2022’s pace. This leaves only 11% cutting spending. BTI Consulting Group’s recent study based on more than 340 interviews with…

You have many people to thank. So many constituencies are searching for law firms — for so many reasons. Think Elon Musk, associates, potential lateral partners, and of course clients and potential clients. They all want to know, so — they search. And this is only one reason I love…