Business Development Archives - Page 35 of 36

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

The Mad Clientist

The Great Revenue Deception

Revenue is so deceptive. As long as we have growth it's all good. But, it hides so many sins and can be so misleading. It can also mask great success. Too bad it sits right up at the top of the income statement for all to see. Hiding the Truth…

Michael RynowecerJune 2, 2015

The Mad Clientist

One More Way Law Firms Fumble Best Business Development Opportunities

Just over 2/3 of clients tell us the best new ideas they see coming from law firms happen during an RFP process. Somewhere among the sea of bland boilerplate submissions lies one scintillating idea, suggestion or nugget. One firm invested the time and energy to simply blow their potential client…

Michael RynowecerApril 8, 2015

The Mad Clientist

Could it be Low T?

Client relationships feeling a little sluggish lately? Losing some of the old vitality they used to have? The conversations, the vibe and the business you’re getting just don’t have the spark or energy they once had. You feel like they’re a shadow of what used to be. Is it Low T?…

Michael RynowecerMarch 25, 2015

The Mad Clientist

60% of Clients Replace Their Primary Law Firm

60% of large clients have replaced one of their 2 primary law firms—the highest turnover rate in 7 years. The overwhelming reason—mediocre client service. The scary part—the client service isn’t bad—it’s just not great. Corporate counsel show shrinking patience for anything short of a superior client experience. Clients now believe even…

Michael RynowecerMarch 18, 2015

The Mad Clientist

Warning: Large Law Wants to Crush You like a Bug

BTI’s new research reveals the largest 30 law firms are the most aggressive when it comes to business development. Their goal is to crush you like a bug. No disrespect intended. No slight. Just business. These 30 law firms are virtually the only ones who describe their BD goals as…

Michael RynowecerMarch 4, 2015

The Mad Clientist

Business Development Lessons from Hannibal Lecter

“The answer is right in front of you...” —Hannibal Lecter to Clarice Starling, FBI Trainee, in The Silence of the Lambs The key to new business is right in front of you. The typical law firm has about 23% of the business they could be getting from a top client.…

Michael RynowecerSeptember 24, 2014

The Mad Clientist

Give a Hoot, Don’t Pollute

Every month, a typical General Counsel speaks with 22 partners—each from a different firm. While partners are discussing legal and case-specific issues, they are also looking for more work. GCs report 75% of these active matter discussions includes the partner doing one of the following: Asking for work in another…

Michael RynowecerJune 25, 2014

The Mad Clientist

The Mold Problem

We often think we need to come up with a solution on our own to prove we are worth hiring. But clients aren’t just looking for someone to take charge and save the day—they’re looking for an ally, an invested confidant. Clients want to play a role in the shaping…

Michael RynowecerMay 7, 2014