law firm business development Archives - The BTI Consulting Group

How Law Firms Smother Their Lateral Partners and Make Them Bolt

Lateral partners don’t fail. Firms fail them. The most talented laterals arrive with instincts honed for speed, autonomy, and action – the traits making them rainmakers at their prior firm. And the traits you admire. So what goes wrong? After dozens of conversations with top rainmakers, both pre- and post-move,…

BTIConsultingMay 7, 2025

The Mad Clientist

86% of CMOs Using Gen AI – Here’s How

The “If” is dead. Now, it’s all about how and what. 86% of law firm marketing leaders are already using Generative AI. The debate is over. It’s no longer if legal marketers will adopt AI – it’s how fast and how smart. Most law firm marketing leaders (LFMLs) use Gen…

BTIConsultingApril 30, 2025

The Mad Clientist

37 Law Firms Best by Industry: High Tech, Big Pharma and Financial Services

It’s the difference between advice and answers. Advice includes an element of industry understanding and nuance. Answers state the facts. Clients pay premiums for advice. Not so much for facts. Industry understanding includes 2 key elements: industry dynamics, trends and regulatory protocols and – from a business development perspective –…

BTIConsultingApril 23, 2025

The Mad Clientist

The Rise of the Empowered CMO

A tense moment at the partner retreat: objections gaining momentum, partners digging in their heels. Then, the CMO rises from their seat, eyes blazing with conviction. “Obstacles? Sure. Hard? Absolutely. But the decisions are made. We’re doing this – and I’ll back every partner who’s in. This will succeed.” Silence…

BTIConsultingApril 16, 2025

The Mad Clientist

Clients Reveal the Most Recommended Midsize and Smaller Firms by Name

Insights, answers, and industry knowledge aren’t limited to large firms. Corporate counsel are more open to using mid- and smaller-sized firms (500 attorneys or less) than at any time in recent memory. These firms are acutely aware of how garden variety client service just doesn’t cut it. A savvy group…

BTIConsultingApril 9, 2025

The Mad Clientist

Clients Single Out 23 Most Recommended Law Firms

Despite everything going on – clients are still out looking for law firms. And – one thing hasn’t changed – corporate counsel rely on a peer recommendation to select the right firm for the job. In fact, 86% of all law firm/client relationships have one thing in common – they…

BTIConsultingApril 2, 2025

The Mad Clientist

CMOs Play Unexpected Roles in Trump v Big Law

So much going on. So little bandwidth. It’s a stressor and a challenge. This clash is pulling law firm CMOs into new roles – some expected, others uncharted. Our ongoing surveys with law firm marketing leaders uncover a clear shift in roles and responsibilities. The new roles look like this:…

BTIConsultingMarch 26, 2025

The Mad Clientist

Have Kirkland and Latham Taught Us Nothing?

Throw Paul, Weiss in this group too. You would almost think these firms were the hottest high-tech IPOs. Their growth and margins are stunning. They developed a competitive moat with strategies and approaches few firms use – or even try. The spoils go to the disruptors – and these firms…

BTIConsultingMarch 19, 2025

The Mad Clientist

The Stark Divide Driving Profit or Stranglehold for Law Firms

It’s a stark dichotomy. Corporate counsel today find themselves in one of two camps: either seizing strategic opportunities to change the business – or focusing on improving compliance and warding off risk. Either camp creates one of the most compelling business development opportunities for law firms – fueling new growth…

BTIConsultingMarch 12, 2025

The Mad Clientist

The Law Firm Leadership Crisis: Why No One Wants the Managing Partner Job

It’s the job of a lifetime. Or the job absolutely no one wants. I have worked with at least 4 high PEP firms where no one wanted to lead. The managing partners were ready to step down. No one wanted to step up. They all merged. At other firms, runoff…

BTIConsultingMarch 5, 2025