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Client Relationship Lab

The Ideal Client Mix The Mad Clientist

The Ideal Client Mix

Looking at your client relationships along the dimensions of Client Attractiveness and Money allows you to easily see which clients create better opportunities and have a stronger financial impact.Jennifer Dezso, BTI Principal, walks you through the steps you can take to assess and create your ideal mix of clients.You can…
Michael Rynowecer
February 2, 2018
3 Techniques to Build Stronger Client Relationships—Part 3: Working the Plan The Mad Clientist

3 Techniques to Build Stronger Client Relationships—Part 3: Working the Plan

Successfully involving your clients in the matter management process can mean a steady stream of clients who go out of their way to work with you again and again. BTI Principal Jennifer Dezso shares the template you need for keeping your plan on track. You can view the video by clicking…
Michael Rynowecer
December 4, 2017
What Clients Really Expect from Attorneys—Part 1: Understanding What Clients Want The Mad Clientist

What Clients Really Expect from Attorneys—Part 1: Understanding What Clients Want

Not meeting client objectives can leave clients feeling dissatisfied as much, if not more than, the results of the legal outcome. Understanding what your clients want from the very beginning of a matter can affect the success or failure of your client relationship.Jennifer Dezso, BTI Principal, shares one of the…
Michael Rynowecer
October 2, 2017
Post Matter Follow-Up Plan—Phase 3: BTI’s Client Relationship Lab The Mad Clientist

Post Matter Follow-Up Plan—Phase 3: BTI’s Client Relationship Lab

Transitional selling: the most effective growth strategy for building your client relationships. Far more effective than the usual business development strategies, it targets your high-growth, high-spending, high-potential clients. In this month's BTI Client Relationship Lab we share the final part of the 3-phase plan for continuing post-matter follow up with your…
Michael Rynowecer
July 24, 2017
4 Steps to Building an Unmatched Client Experience: BTI’s Client Relationship Lab The Mad Clientist

4 Steps to Building an Unmatched Client Experience: BTI’s Client Relationship Lab

In Phase 2 of BTI's Post-Matter Follow-Up Plan, Jennifer Dezso, BTI Principal, shares the 4 steps to building an unmatched client experience to effectively close matters and win new work. By delivering a seamless experience targeted to what your client needs you channel superior service into high-impact growth.You can view the…
Michael Rynowecer
June 27, 2017
Post-Matter Follow-Up Plan—Phase 1: BTI’s Client Relationship Lab The Mad Clientist

Post-Matter Follow-Up Plan—Phase 1: BTI’s Client Relationship Lab

Business development with your current clients isn't something that only happens when a new matter is on the horizon. Successful business development starts immediately after your current matter closes.In this month's BTI Client Relationship Lab we share the first part of a 3-phase plan for continuing post-matter follow up with…
Michael Rynowecer
May 22, 2017
Informal vs. Formal Client Communication: BTI Client Relationship Lab The Mad Clientist

Informal vs. Formal Client Communication: BTI Client Relationship Lab

Formal communications MAINTAIN relationships. Informal communications GROW relationships. Not only are the best relationships we have with clients heavily weighted in informal communications, these informal discussions are gateways to new work.  In this month's BTI Client Relationship Lab we share a case study of successful informal communication, as well as…
Michael Rynowecer
April 25, 2017