Business Development Archives - Page 23 of 28

The 18 BTI Business Development Badasses

A pitch is as much a mind game as it is a team sport. You go in focusing on your potential client. But there are always competitors. Some of these competitors are worrisome and others are not. Then, you catch wind you are up against a BTI Business Development Badass—the…

Michael RynowecerFebruary 27, 2019

The Mad Clientist

Hurry, While You Still Have A Rare Second Chance

With luck your client’s budget is approved. After all, your client submitted their first draft last summer. The budget got worked, changed, adjusted, and reconfigured. Now it’s real. So, what is your client focusing on as the New Year starts? Those who know the answer are in the minority—but clearly…

Michael RynowecerJanuary 9, 2019

The Mad Clientist

7 Questions to Ask Every Client Before August 15

Let’s play word association.I say: “July or August”You say: “Vacations, people out, summertime” Top legal officers say: “Next year’s budgets, end of year results, and adjust for the 2nd half of the year” Large clients are thinking about next year’s budget right now. Many have submitted their first drafts to management.…

Michael RynowecerJuly 18, 2018

The Mad Clientist

Where Law Firms Think They’re Great, and Where They Ain’t

The B players outperform the A players.They are hungrier, want to make change and are ready to fight city hall (aka management), if need be. These law firm marketing leaders are focused on blocking and tackling issues such as: client service, client feedback, basic business development skills, client teams, and…

Michael RynowecerJune 20, 2018

The Mad Clientist

Complacency Epidemic Hits Law Firms as Growth Returns

Wishes do come true. Legal spending is up. The existential crisis is over. And, urgency is retreating as success is just a little easier to come by. One year of renewed growth is bringing complacency back to law firms.Complacency Makes a ComebackComplacency now stands as the number-one source of insomnia…

Michael RynowecerJune 6, 2018

The Mad Clientist

Brush Up Your Resume, Here Are the Best Jobs in the Future of Law

Every law firm, every company has a tell. New positions at your firm tell the world so much about your strategic intent. You can tell if the firm is bold, passive, locked in the past, or unsure about the future—but everyone will know what story you’re telling with these positions,…

Michael RynowecerMay 2, 2018

The Mad Clientist

6 Killer Rules to Developing Business

The best business developers play by different rules than everyone else. Some rules come naturally and others are learned. Aspiring rainmakers can learn from the best. BTI isolated rules which serve as guideposts for those who bring in the most business. These are the 6 rules for killer business development.…

Michael RynowecerApril 18, 2018

The Mad Clientist

The 17 BTI Business Development Badasses

Business development is turning law firms into hawks and doves. The hawks seek out the clients they want. They invest more time and thought into winning and have a strict go/no go policy for RFPs. The hawks show up more prepared than anyone one else and way more than clients…

Michael RynowecerMarch 21, 2018

The Mad Clientist

Marketing Budgets per Attorney Jump Nearly 11%

Budgets may not be going up as a percentage of revenue, but per capita spending is. CMOs have been both clever and skilled in managing their budgets. Overall, increases in revenue are slightly outpacing increases in attorney headcount. Most CMOs have been able to keep their budgets untouched. This means…

Michael RynowecerMarch 14, 2018

The Mad Clientist

Anatomy of a Client Development Plan

20% of clients will drive 80% of your firm's financials. BTI Principal Jennifer Dezso shares how focusing on developing a comprehensive file on your star clients helps better manage your future business development efforts.You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/NfXmphZgyNA With…

Michael RynowecerMarch 5, 2018