Client Service Archives - Page 34 of 35 - The BTI Consulting Group

10% of Companies Name a New General Counsel—New Leaders, New Rules

10% of large organizations started 2014 with a new General Counsel in place. This is just the beginning as baby boomers start to retire and Gen X steps in to fill their shoes. A laser focus on efficiency and supporting the business spark these new GCs to spearhead innovative changes.…

Michael RynowecerFebruary 19, 2014

The Mad Clientist

6 Secrets to Becoming an All-Star

You may think you have what it takes to be a Client Service All-Star, but clients—the only true judge of client service excellence—are the gatekeepers to this exclusive list. Each year, BTI interviews more than 300 corporate counsel to identify the individual attorneys best at delivering superior client service. Clients…

Michael RynowecerFebruary 12, 2014

The Mad Clientist

Law Firms Say Flat Market No Longer Biggest Growth Obstacle

Let the change begin. Since 2009, law firm marketing leaders have attributed slow growth to market forces. No longer. At the end of 2013, law firm marketing leaders have stared down—and accepted—the flat legal market. Market conditions and competitors’ strategies are outside the control and influence of law firm marketing…

Michael RynowecerJanuary 23, 2014

The Mad Clientist

Global Law Firms Change Their Stripes

Global law firms have found a new way to compete. Large, US-based law firms have spent the last 5 to 7 years building out their global networks. As the race to go global accelerated, establishing a global infrastructure took priority over client service; leaving the door open for other firms…

Michael RynowecerJanuary 14, 2014

The Mad Clientist

The 11-Minute Resolution

In the New Year, resolve to use 11 minutes a day to seriously understand your top clients. The operative word being seriously. Demonstrating the deepest understanding of your clients’ business is a proven method to win new work and increase client retention. Yet too often we get caught up in…

Michael RynowecerJanuary 8, 2014

The Mad Clientist

Law Firms Build Serious Marketing and Biz Dev Muscle

Lip service is over. Law firms are building marketing and business development muscle to drive market gains—and partners show their support by voting with their wallets. Law firms steadily boosted their investment in marketing and business development since 2010. Budgets at the 100 largest firms experienced a compound annual growth…

Michael RynowecerDecember 2, 2013

The Mad Clientist

New Strategies Turbo-Charge Leaders—Skadden Tops BTI’s A-Team—Morgan Lewis, Sidley Surge

Corporate counsel rank Skadden as delivering the absolute best client service. After redefining its approach to clients 4 years ago, the firm surges to number one in the BTI Client Service A-Team 2014. Skadden is an 11-year veteran of The BTI Client Service 30, has been in the top 5…

Michael RynowecerNovember 18, 2013

The Mad Clientist

Cross-selling: Legends, Folktales and Statistics

1. The typical primary law firm provides 3 practices to a single client. Fiction:On average, a primary provider delivers 1.8 practices to a single client—meaning most law firms deliver one, and a handful service 2 practice areas. The average client has 4 major practice needs and 5 minor, but measurable,…

Michael RynowecerOctober 30, 2013

The Mad Clientist

The Mad Clientist’s Maxims: The RFP Process is Neither Fair nor Objective

The only people who dislike RFPs more than you are your clients. To some, the RFP can serve as a beacon of hope to win new business—driving adrenaline levels and competitiveness sky-high. To others, the RFP is a wake-up call—a signal your client relationship is at risk because you are…

Michael RynowecerOctober 23, 2013

The Mad Clientist

Why Clients Recommend Law Firms: Client Service x 5

Superior client service drives 58% of clients to recommend their primary law firm. In fact, client service inspires peer recommendations 5 times more than any other factor.

Michael RynowecerJuly 24, 2013