Client Service Archives - Page 27 of 37 - The BTI Consulting Group

2 Bigger Nightmares than COVID-19 Keeping Clients Up at Night

COVID-19 is scary. The impacts and outcomes are far from certain. We may be looking at a case of the devil you know is worse than the devil you don’t. Top legal decision makers are staring at key issues causing sleepless nights—not including coronavirus. They must be serious. And you…

Michael RynowecerMarch 11, 2020

The Mad Clientist

The Impact of Coronavirus on Client Thinking: First Look

Let’s hope it is short-lived and has minimal impact overall. But it will have both short-term and lingering implications on client thinking. And it will change the way we think about many things around law. Here are 13 things to anticipate: Litigation continues on but parties are somewhat suddenly more…

Michael RynowecerMarch 3, 2020

The Mad Clientist

Your Best Closing Line Ever to Book New Business

You positioned the whole thing in your favor. You prepped like it was a bet-the-company matter. You followed up. And followed up again, and again with meaningful insights and questions. And, you educated your prospect. You taught them something important to them. Doing all this—making the chemistry right—your potential client…

Michael RynowecerFebruary 26, 2020

The Mad Clientist

Here’s What Clients Really Think about Your Email Alerts

Every law firm sends them. Some send dozens. A couple send hundreds. All end up fundamentally in the same place. Clients report they receive so many email alerts saying essentially the same thing. So, here is what clients think about all these emails alerts: 64% consider them a necessary inconvenience—they…

Michael RynowecerFebruary 12, 2020

The Mad Clientist

Bet-the-Company Work Right Under Your Nose—Clients Point to 9 New Triggers

Clients used to have 3 clear criteria to segregate out the bet-the-company matters. Their reasons were cut and dried for years, if not decades. Now they have at least 12. This explains why 32.7% of companies report facing bet-the-company matters—almost double the number from last year (17.6%). The 9 new…

Michael RynowecerJanuary 29, 2020

The Mad Clientist

You Think You Won the Work, Your Client Says “Your Budget is Too High” – The Best Answers

You won the pitch. You had it nailed. You were ready for this pitch way before your client ever asked. You feel like congratulations are in order. Then your client asks for the budget. You work diligently and come up with a number—the number it takes to get the job…

Michael RynowecerJanuary 22, 2020

The Mad Clientist

RFPs Surge to New Heights—How You Can Win Them All

Clients love good ideas. And they find them in RFPs. Not every RFP—all it takes is one really good idea to make the entire process worth it for clients. Could this be why clients are issuing RFPs at a record pace? 32% of clients issued RFPs last year, up from…

Michael RynowecerJanuary 8, 2020

The Mad Clientist

Top 11 Trends Shaping the Legal Market for 2020

Complexity and risk continue to dominate client thinking. Clients continue to eat into their internal budgets to fund outside counsel work. The need for outside counsel who can meet their new expectations remains relentless. Use these 11 trends to your immediate and lasting advantage: Clients Are Way More Fickle, and…

Michael RynowecerJanuary 2, 2020

The Mad Clientist

Clients Embrace LinkedIn: Reveal All

Right there in plain sight. An insightful look into, if not the very definition of, your client’s world view. It’s on LinkedIn. This isn’t a superficial glance at where they went to school—it’s about finding snippets of insight buried within the introduction, comments, posts, likes, connections, and frequency of their…

Michael RynowecerNovember 13, 2019

The Mad Clientist

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