Business Development Archives - Page 22 of 31

RFP Win Rates Drop as Clients Issue More and More

Law firm win rates started dropping just as clients revved up their RFPS. Clients all but shut down their RFPS from March through late April in 2020, and then clients brought them back with a vengeance. Clients went into overdrive on requesting RFPs about 4 weeks into the pandemic. And,…

Michael RynowecerFebruary 24, 2021

The Mad Clientist

Winning Work with an Antiquated, Unloved, and Almost Forgotten Approach

Talk is so underrated. It’s also essential during the pandemic. The stream of new issues facing your clients — whether it be new rules and regulations, new hires and work balance, or returning to work — can’t be captured by email. Clients’ questions are multi-dimensional, making email a sub-optimal vehicle…

Michael RynowecerFebruary 17, 2021

The Mad Clientist

Clients Unload About Lateral Partners

The largest portion of clients see lateral movement as a disruption to their own operations and a fraction of these will absolutely follow their partners in a lateral move. BTI research shows clients think about laterals in 5 different ways — each with different implications. Broken down by percent, they…

Michael RynowecerFebruary 10, 2021

The Mad Clientist

Clients Do Quick About Face: Want to See More Associates

Something new is impacting everything about how you talk to, plan for, and pitch your clients. More clients want to see their law firms using more associates than not for the first time in our 30 years of research. BTI research shows a 22% surge in cases creating clear and…

BTIConsultingFebruary 3, 2021

The Mad Clientist

10 Ways to Endear Your Firm to Your Client’s Legal Department Today

The hunt is on. Clients want more in-house talent. And they want it now. Clients see a tsunami of new matters — up 22% from last year and the momentum is just starting to head up. They want to be ready for both the here and now — and for…

Michael RynowecerJanuary 27, 2021

The Mad Clientist

The 475 Attorneys Clients Single Out as the BTI Client Service All-Stars 2020 – By Name

Only 475 attorneys meet the ultimate test. Clients tell us there is no higher honor. Top legal decision makers single out these rare attorneys as delivering the best client service among all others — by name. Again, not just good, but better than all others. Clients are free to select…

BTIConsultingDecember 9, 2020

The Mad Clientist

15 Industries to get Increased Legal Spend in 2021

Large and small clients will spend more on outside counsel in 2021. Look for a net increase of 5.8% over 2020. Some industries will be increasing legal spending far more than others. And the spending spree may last longer than you think. Let’s start with the industries increasing the most:…

BTIConsultingNovember 18, 2020

The Mad Clientist

How the Best Attorneys Impress Their Clients

Faint glimmers of hope for changing the pandemic’s arc for the better are popping up. But the legal world is still upside down — or at least sideways. And this makes client service matter more than ever. So how do you stand out, how do you get ahead, and what…

Michael RynowecerNovember 11, 2020

The Mad Clientist

8 Trends Defining Outside Counsel Spending and New Business in 2021

Law firms can stop walking on eggshells — at least when it comes to the market and outside counsel spending. After a 2- to 3-week hiatus in March and April — spending started moving back up. Clients found themselves with a plethora of new issues all landing on top of…

Michael RynowecerNovember 4, 2020

The Mad Clientist

GCs Find High Job Satisfaction Despite Pandemic: Especially Women

GCs are highly satisfied in their jobs. 7 months into the Pandemic alongside the most contentious election anyone can remember — yet, 42% of GCs are satisfied in their jobs. But this finding masks a much more important insight. Our research reveals 58% of women GCs are highly satisfied compared…

Michael RynowecerOctober 28, 2020