Clients Archives - Page 18 of 19 - The BTI Consulting Group

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 RynowecerNovember 4, 2014

The Mad Clientist

Business Development Lessons from Hannibal Lecter

“The answer is right in front of you...” —Hannibal Lecter to Clarice Starling, FBI Trainee, in The Silence of the Lambs The key to new business is right in front of you. The typical law firm has about 23% of the business they could be getting from a top client.…

Michael RynowecerSeptember 24, 2014

The Mad Clientist

Corporate Counsel Shift Another $1.1 Billion In-House

BTI’s first look at legal spending for 2014 and 2015 shows corporate counsel continue on a 3-year path of bringing work in-house. Larger companies, with $1 billion or more in revenue, are on track to move another $1.1 billion in legal spending in-house. This is on top of the $5.8…

Michael RynowecerSeptember 15, 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 RynowecerJuly 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 RynowecerJune 25, 2014

The Mad Clientist

Attention Law Firms, Clients Don’t Care about Your Website

When a client walks into your lobby what’s the first thing they do? Admire the wall of beautiful art or well-lit founders' portraits? Take in the fresh flower display that’s rotated on a weekly basis? No. They head to the receptionist and ask to be directed to the person they…

Michael RynowecerJune 17, 2014

The Mad Clientist

The Going Rate, Part II—How Your Rates Really Compare

To see exactly where your firm's rates stack up to your competitors in BTI's Billing Rate Reference 2014, visit: www.bticonsulting.com/rates. And, in case you missed last week's post: The Going Rate, Part 1—What Clients Really Pay Law Firms

Michael RynowecerJune 3, 2014

The Mad Clientist

The Going Rate—What Clients Really Pay Law Firms

Check back next week for The Going Rate, Part 2—What Law Firms Really Charge Clients. And learn more about what corporate counsel are really paying law firms in BTI's Billing Rate Reference 2014 here: www.bticonsulting.com/rates.

Michael RynowecerMay 27, 2014

The Mad Clientist

The 3 Rules of the 80 Percenters

The typical firm wins just 1 out of 3 RFPs or pitches they participate in; a less than inspiring 31%. When it comes to RFP and pitch win rates, the playing field is divided. On the low end of the scale is a group of firms with win rates hovering…

Michael RynowecerJanuary 29, 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