Client Relationships Archives - Page 22 of 23

5 Reasons to Call Your Client Right Now

There are hundreds of reasons not to call your client—and at least 5 reasons you should. The opportunities to help clients during the final months of the year are 10 times greater than at the beginning. As the corporate world draws to its annual close, the race to complete both…

Michael RynowecerNovember 6, 2019

The Mad Clientist

CMOs Find New Life with Future Rainmakers

It’s rewarding, helps the firm, and helps them—the trifecta of engagement and satisfaction. 26% of CMOs tell us spotting and nurturing future rainmakers is their strongest skill. Not only does this skill help fuel the stream of future rainmakers—CMOs find this one of the most gratifying aspects of their role.…

Michael RynowecerOctober 23, 2019

The Mad Clientist

More Law Firms Earning Client Recommendations

Top legal decision makers recommend 293 law firms, 21.6% more law firms for 2019. This upswing is on the heels of a 3-year downtrend. We see 2 driving reasons: 1) A number of law firms are having success with their firmwide client service excellence initiatives—bringing new unprompted recommendations from clients.2)…

Michael RynowecerMay 22, 2019

The Mad Clientist

5 Reasons Clients Love to Call Their Law Firms

Clients tell us there are 5 times when they truly enjoy calling their outside counsel. These busy legal decision makers have little time for optional phone calls—which makes these 5 especially telling. These calls are: Review a delivered work productClients inevitably have questions, comments, and changes. Your clients view these…

Michael RynowecerDecember 5, 2018

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

New, Classic, Light, and Heavy Summer Reading—All with Lasting Lessons

Summer reading can be a light or a serious read. I recommend a selection from each for summer reading—a light and short and maybe something longer when you are done. My selections include:Leonardo da Vinci by Walter IsaacsonLearn all about creativity and a great mind. See how a genius thinks…

Michael RynowecerJuly 3, 2018

The Mad Clientist

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

How Clients Hire: Top Clients Impose Law Firm Hiring Moratorium

A group of forward-looking top legal decision makers have stopped hiring new law firms.“I am tired of spending my time listening to the same old story. They all say the same things. There is no point. It isn’t like I don’t know what I am going to get. I’ll work…

Michael RynowecerJanuary 10, 2018

The Mad Clientist

3 Techniques to Build Stronger Client Relationships–Part 2: Setting Client Expectations

Setting client expectations is all about eliminating surprises for your client. BTI Principal Jennifer Dezso shares 11 prompts for attorneys to use to help set client expectations, AND describe the value they provide, showcase their experience, and keep everyone moving toward meeting the same objectives.You can view the video by…

Michael RynowecerNovember 6, 2017

The Mad Clientist

The Value Equation Cheat Sheet: Delivering Superior Value

Delivering superior value to your clients isn't only about doing more than what's expected of you. With this Value Equation Cheat Sheet, Jennifer Dezso shows you how to talk about value with clients so their decision to hire you isn’t solely based on price.You can view the video below, or…

Michael RynowecerOctober 23, 2017