law firm client service Archives - The BTI Consulting Group

The Lateral Partner Arms Race Just Went Nuclear – Thank Sullivan & Cromwell

Almost no one understands why firms keep hiring lateral partners – except the people running them. On paper, it looks like a bad bet. Laterals have, at best, a 50% success rate. They can dilute morale, alienate "homegrown" talent, and cost a fortune in guarantees. But behind closed doors, the…

BTIConsultingFebruary 11, 2026

The Mad Clientist

Clients All But Abandon RFPs: Here’s What’s Next

It’s a scramble for clients. Clients are cutting way back on issuing RFPs. As one corporate counsel put it: “It’s about as efficient as a dating app – maybe less so.” Clients aren’t swiping right on RFPs because: Clients have more new and novel matters than anyone can remember Fresh…

BTIConsultingFebruary 4, 2026

The Mad Clientist

The 11 Behaviors and Habits to Drive Business Development in 2026

Clients flipped the BD script on law firms. They’re living in a new world – and most BD pitches are still rooted in the old one. The data is clear: 89% are advising their CEOs on business decisions 39% are now growth enablers 84% of clients are going through a…

BTIConsultingJanuary 28, 2026

The Mad Clientist

Corporate Counsel Quietly Changed Jobs – Did Your Law Firm Miss It?

Without announcements. Without memos. Without fanfare. And it only took 2 years. After surveying corporate counsel for more than 30 years – we uncovered 3 big undisclosed flips in corporate counsel roles. They are living in a different world than just 2 years ago. Tapping into these undisclosed changes is…

BTIConsultingJanuary 21, 2026

The Mad Clientist

2026: The Year of the Business Development Reset

Business development isn’t evolving in 2026. It’s resetting. We asked more than 1,000 attorneys and legal marketers if business development would become substantially harder in 2026 than in 2025 – the same question we’ve asked for the past three years. Business development rarely gets easier. Clients always treat today’s greatness…

BTIConsultingJanuary 14, 2026

The Mad Clientist

The 22 Most Searched-for Law Firms of 2025

2025 rewarded a small group of law firms with disproportionate visibility – while the rest fought harder than ever just to be noticed. The combination of Presidential Executive Orders, political volatility, law firm merger announcements and high-profile celebrity trials contributed to the trend. Google Trends reveals immediate spikes in searches…

BTIConsultingJanuary 7, 2026

The Mad Clientist

The Business Development Shift: Momentum or Mirage

As 2024 opened, 53% of attorneys and marketers believed business development would be harder for the year. Fast forward to 2025 — it seems it’s a new world — or at least a changed world. We just finished asking more than 1,000 attorneys and law firm marketers the same question…

BTIConsultingJanuary 8, 2025

The Mad Clientist

The 31 Most Searched-for Law Firms of 2024

Clients are looking. Partners are looking. Associates are looking. Everyone is checking. Every search matters. But are they looking for your firm? The digital-first world is full of searches — and the more they search for you, the better. Every search from every corner impacts new business, brand, culture, hiring…

BTIConsultingJanuary 2, 2025

The Mad Clientist

5 Ways to Increase Your Rates — No Matter What They are Now

Imagine paying exorbitant hourly rates for legal advice and receiving exactly what you expect — no surprises, no breakthroughs, no game-changing insights. Now imagine this again in a world where 70% of clients want new and breakout ideas to help them. These rates becomes even more mundane. The BTI Consulting…

Michael RynowecerJune 12, 2024