Business Development Archives - Page 31 of 33

7 Rules to Virtually Double the Practices You Deliver to Clients

The typical primary law firm delivers 1.8 practices to each of their major clients. The best performers, those who collaborate and set the standard for superior client service, deliver 3.2 practices to their clients.The law firms with strong collaborators get more business while keeping competitors out of their client base.…

Michael RynowecerMay 18, 2016

The Mad Clientist

How Many Law Firms Fail This Business Development Test?

Tom and Mark, two brothers who had worked for 26 years to build their company, reached a pinnacle moment. Their now substantial wealth was fully invested in the company. The brothers were reaching a point in their lives where they wanted to ensure the future financial security of their families.…

Michael RynowecerMay 4, 2016

The Mad Clientist

The Business Development Blind Spot

You may be overlooking the silent race for business few law firms ever see or pursue.Market leaders stay ahead of competitors by sniffing out client pain and removing the sources of discomfort from their clients’ lives on a continuing basis. Your ability to do this before everyone else offers you…

Michael RynowecerMarch 2, 2016

The Mad Clientist

15 Best Opportunities and Trends for 2016

It’s a special time of year for The Mad Clientist as he clears his desk and combs through each of the 319 in-depth, independent interviews with corporate counsel BTI wrapped up in October of 2015. The goal: find the best opportunities for law firms in 2016.15 opportunities to drive growth…

Michael RynowecerDecember 2, 2015

The Mad Clientist

Don’t Be the Only Firm Underfunding Marketing and Business Development

In 2005, the legal market was growing at over 10% a year—almost raining business. 2015 growth is just over 1%—yet law firms continue to spend the same relative amount of money to protect and acquire clients.Law firms currently spend 2.6% of firm revenue on marketing and business development.* This is…

Michael RynowecerNovember 4, 2015

The Mad Clientist

The 5 Law Firms with the Most Marketing Mojo

5 law firms stand out as the firms no one wants to pitch against. The 135 law firm marketing leaders BTI interviewed single out these 5 firms as bringing more marketing mojo than everyone else:Jones DayKirkland & EllisLatham & WatkinsLittler MendelsonMorgan LewisWe can’t help but note these 5 firms are…

Michael RynowecerOctober 28, 2015

The Mad Clientist

5 Reasons Rainmakers Book 5 Times More Business Than Everyone Else

A typical child starts asking where rain comes from between the 2nd and 4th grade. New research reveals many law firm partners may have skipped this lesson or this knowledge has been eclipsed by intense legal studies.True rainmakers book 5 times more business than the average law firm partner. This…

Michael RynowecerOctober 14, 2015

The Mad Clientist

New Business for the Taking: Corporate Counsel Shift Work Back to Law Firms

After 4 years of feverishly bringing work in-house corporate counsel are reversing course. BTI’s brand new study of 322 corporate counsel reveals these top decision makers will move $851 million of in-house spending back to law firms this year. This is in direct contrast to the more than $8 billion…

Michael RynowecerOctober 7, 2015

The Mad Clientist

9 Tips to Transform Your Thought Leadership into New Business

Thought Leadership or Thought LeadershipThe emphasis is the difference between new business and being deleted. Leadership gets you new business and commands higher rates. You are an educator. You are a source of new, original knowledge. Leadership means your clients and potential clients will look for your thoughts—and, best of…

Michael RynowecerAugust 19, 2015

The Mad Clientist

How 6 Seconds of Silence Nails New Business

Your client is looking right at you. No words—just deep in thought. You just said something which made you very different from everyone else. Were you provocative? Did you just change your client’s perspective? If you're like most people you may not exactly know. But you do know you seriously…

Michael RynowecerJuly 8, 2015