Business Development Archives - Page 27 of 31

Clients Shatter 2 Records Helping Latham Shatter $3 Billion in Revenue

Clients are on pace in 2018 to record levels for spending the largest amount ever on outside counsel. At the same time, they rely on fewer law firms than ever.Latham, which has just posted the highest revenue of any law firm, has been following and using these shifting client and…

Michael RynowecerFebruary 28, 2018

The Mad Clientist

Forget AI, Fred Flintstone Has a Big BD Lesson for Law Firms

Fred Flintstone lived in a time when the concept of modern counting for tallying and tracking was coming into widespread use. As Big Data and AI try to muscle their way into law firms—you can still rely on a few Stone Age tools to reliably develop business and keep more…

Michael RynowecerFebruary 21, 2018

The Mad Clientist

Aggressively Growing Your Highest Quality Clients

In this month's Client Relationship Lab, BTI Principal Jennifer Dezso shows you how to make sure you're aggressively growing and protecting your business with your highest quality clients. This client development plan is a tool to help you zero in on the clients who make the most sense for you…

Michael RynowecerJanuary 9, 2018

The Mad Clientist

Smart Questions To Get Clients To Open Up

Developing business doesn't happen by asking questions with yes or no answers. Truly understanding your clients' needs—and how your firm can help—comes from asking situational questions which drive robust answers. In this week's video, The Mad Clientist walks you through creating scenarios to get your clients talking.You can view the…

Michael RynowecerDecember 18, 2017

The Mad Clientist

Exactly When, Where and How the Big 4 Will Steal Your Firm’s Best Clients

PwC is out to steal your clients. They just told you so.PwC, through its legal arm, ILC Legal, has formally announced its intentions to open its US office. ILC indicated it will “wait to see how the market reacts” to decide its future plans—we interpret this comment to mean: How…

Michael RynowecerOctober 4, 2017

The Mad Clientist

Changing Your Law Firm’s Culture to Drive Growth

The Mad Clientist shares how embedding a client-focused mindset in your firm can change the culture, and drive business development. You can view the video below, or on YouTube directly here: https://youtu.be/p0-OxMMxdnw We’ll be releasing videos here on The Mad Clientist blog every Tuesday. Subscribe today (in the box at the upper…

Michael RynowecerSeptember 18, 2017

The Mad Clientist

The Newest Obstacle to Business Development

Top legal decision makers are loath to give work in new areas to inconsistent law firms because they just don’t know what they will get. Approximately 60% of top legal decision makers now tell us inconsistency is one of the biggest issues they see in their law firms* since first…

Michael RynowecerSeptember 6, 2017

The Mad Clientist

Business Development Training: Focus on Your Best Assets

Law firms who train all attorneys in business development tactics equally risk far more than the firms who are more focused in their efforts.You can view the video below, or on YouTube directly here: https://youtu.be/h4c6NXkwPdE We’ll be releasing videos here on The Mad Clientist blog every Tuesday. Subscribe today (in the…

Michael RynowecerAugust 7, 2017

The Mad Clientist

7 Stages of the Best Marketing & Business Development Performances

Law firm performance falls into 7 distinct stages based on how many of the 10 power marketing practices each firm adopts. Each law firm falls along a spectrum of marketing and business development behaviors defining how far you’ve come—or how far you have to go. The firms who have adopted…

Michael RynowecerJune 21, 2017

The Mad Clientist

Climbing the Marketing and Business Development Mountain [Infographic]

Learn exactly what steps to take to make it to the top with BTI’s newest report, BTI Guide to Maximum Marketing & Business Development 2017, where you'll see the details on what the top performers are doing differently than everyone else—and step-by-step tactics for how you can implement, and improve, these…

Michael RynowecerJune 21, 2017