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The Mad Clientist

Crafting a Killer Proposal

You’ve learned how proposals get no respect or love—hurting your chances of getting new business, and how to strategically select the RFPs which do merit your love with BTI’s RFP Go/ No Go checklist. After reviewing the checklist and deciding a proposal is worthy of a response, all you need now…
Michael Rynowecer
February 4, 2015
The Mad Clientist

Don’t Sell to People Who Don’t Want to Buy

Some clients just don’t bite. No matter how good you are or how well-suited you are to meet their needs, there are clients who just won’t buy from you. Successfully selling professional services is largely based on personality and chemistry. In any given professional services sector, 60% to 70% of…
Michael Rynowecer
November 4, 2014
The Mad Clientist

How to Stand Out in a Crowded Tank

Anna, about 3, immediately pulled Mom by the hand over to the lobster tank asking in a loud excited voice: “Where’s Larry?! Where’s Larry?!” as she approached the lobster tank at Captain Marden’s in Wellesley, MA. Mom asked Steve, the man behind the counter, if he could take a moment…
Michael Rynowecer
July 16, 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 Rynowecer
June 25, 2014