How Clients Hire Archives - The BTI Consulting Group

How Clients Hire: Clients Using Attorney Bios in New Ways to Hire

Clients are using attorney bios as a selection vehicle—taking attorney assignments into their own hands. Clients are going online, picking the attorneys they want on their matters—and telling law firms exactly who they want. Think of this new phenomenon as a self-service bar for clients. Corporate counsel used to use…

Michael RynowecerNovember 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

How Clients Hire: Largest Legal Spenders Look for New Law Firms on LinkedIn

LinkedIn’s day has come. The most demanding and sophisticated Chief Legal Officers in the world are hiring new attorneys through LinkedIn.Power Users Are the Power SpendersTop CLOs’ hunger for new approaches leads them to LinkedIn—and to new attorneys. 21% of top legal decision makers are actively using LinkedIn to find…

Michael RynowecerFebruary 1, 2017

The Mad Clientist

How To Be One of 6 New Law Firms Clients Audition for Big-Time Work

Top legal decision makers added 6 new law firms to their panels, bringing the total up to 42* from a record low 36 in 2014. While up a bit, 42 firms remains the second-smallest panel in the last 16 years.Client service reached an all-time low in 2014 and the impact on…

Michael RynowecerMay 25, 2016

The Mad Clientist

How Clients Hire: 6 Demands and Rewards from the New Generation GC

25% to 30% of Chief Legal Officers have been in their roles for about 3 years or less. They are part of the new generation of GCs who are taking over from the baby boomers. And we expect this number to more than double over the next 5 years.Now is…

Michael RynowecerFebruary 3, 2016

The Mad Clientist

Why Clients Always Hire Pigs and Not Chickens

Question: In a bacon and egg breakfast, what’s the difference between the chicken and the pig?Answer: The chicken is involved, but the pig is committed.Most of the time, being called a pig is not a compliment. But if clients think you are a pig, it is the ultimate seal of…

Michael RynowecerSeptember 9, 2015

The Mad Clientist

Large Law Edges Out Mid-Sized Firms for New Work, with Higher Rates

The score is in: large law 60, all others 40.60% of law firm hires went to larger law firms (650 lawyers or more) in the last year. Clients report hiring large law as a result of increased and more pointed attention—think industry knowledge and more specific discussion of company issues. Think…

Michael RynowecerAugust 12, 2015

The Mad Clientist

How Clients Hire: Why New GCs Always Fire 1 Major Law Firm

It’s only taken 15 months. New GCs are making a serious and meaningful change in their legal departments—especially where their law firms are concerned. The result: 37.2% of large clients hired a new law firm—one with whom they haven’t worked (in recent history)—up from 23.5% last year.About 16% of companies…

Michael RynowecerAugust 5, 2015

The Mad Clientist

How Clients Hire: LinkedIn Edition

LinkedIn is quickly moving up the hierarchy of potential attorney hiring activities. 30% of corporate counsel point to LinkedIn as the best website of all the sites they visit—6 times greater than any other. No other site registered more than 5%. Corporate counsel say LinkedIn offers a vetted source of…

Michael RynowecerApril 15, 2015

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