Law Firms Archives - Page 31 of 42 - The BTI Consulting Group

Post-Matter Follow-Up Plan—Phase 1: BTI’s Client Relationship Lab

Business development with your current clients isn't something that only happens when a new matter is on the horizon. Successful business development starts immediately after your current matter closes.In this month's BTI Client Relationship Lab we share the first part of a 3-phase plan for continuing post-matter follow up with…

Michael RynowecerMay 22, 2017

The Mad Clientist

Surprise: Directories Not the Most Overrated Marketing Tactic

Who knew?Common wisdom would tell you the annual holiday card and rankings are the bane of a CMO’s existence. Not true. It turns out broad market outreach is the single most overrated and underperforming trend in marketing today. Our research with law firm marketing leaders shows broad market outreach must…

Michael RynowecerMay 17, 2017

The Mad Clientist

Winning the AFA Game

Learn the 6 steps law firms take to win the AFA game in this week's Mad Clientist Minute.You can view the video below, or on YouTube directly here: https://youtu.be/NO5cIfWOsV4 You can view the first video in our AFA series—Spending Under AFAs Soars, Are Your Clients Using Them?—here: https://youtu.be/-fTAcgjdMjwAnd the second video—The Benefits…

Michael RynowecerMay 15, 2017

The Mad Clientist

CLOs to Law Firms: Fix Your Client Service or We’re Leaving

A top legal officer at a Fortune 50 company shared the following with me during a feedback interview:“I called my law firm, the one I have spent the most money with for years, with a cybersecurity question. My partner told me the firm had just issued an email alert on…

Michael RynowecerMay 10, 2017

The Mad Clientist

The Benefits of AFAs for Bet-the-Company Work

Companies with Bet-the-Company work are searching for ways to deal with these matters while not getting any additional budget for them. See how introducing AFAs to your clients can save them money to help cover the Bet-the-Company matters.You can view the video below, or on YouTube directly here: https://youtu.be/5iDtaRm_lTc You can…

Michael RynowecerMay 8, 2017

The Mad Clientist

Why New Work Goes to Other Law Firms and Not to You

CLOs, and their in-house teams, now work with 37 law firms in total—down from 42 in 2015*. This is the 3rd smallest law firm roster clients have used in 16 years. Not only have clients cut 5 firms entirely, they have also replaced another 3.This is a stark reminder of…

Michael RynowecerMay 3, 2017

The Mad Clientist

Spending Under AFAs Soars, Are Your Clients Using Them?

Clients, by and large, don't want to put the effort into understanding your AFAs, yet spending on AFAs is soaring. See what makes the biggest difference in client's use of AFAs.You can view the video below, or on YouTube directly here: https://youtu.be/-fTAcgjdMjw We’ll be releasing videos here on The Mad Clientist…

Michael RynowecerMay 1, 2017

The Mad Clientist

Informal vs. Formal Client Communication: BTI Client Relationship Lab

Formal communications MAINTAIN relationships. Informal communications GROW relationships. Not only are the best relationships we have with clients heavily weighted in informal communications, these informal discussions are gateways to new work. In this month's BTI Client Relationship Lab we share a case study of successful informal communication, as well as…

Michael RynowecerApril 25, 2017

The Mad Clientist

Attracting the Best Clients: Must-Have Content

The best clients love original content they can't get anywhere else. This week, The Mad Clientist recommends tactics to help your firm create key content to attract marquee-level clients.You can view the video below, or on YouTube directly here: https://youtu.be/vVCj250aiv8 We’ll be releasing videos here on The Mad Clientist blog every…

Michael RynowecerApril 17, 2017

The Mad Clientist

4 Reasons Clients Are Shelling Out for Law Firms in 2017

The $12 Billion, 10-year trend is about to reverse.After 10 years of bringing $12 Billion worth of work in-house—top legal decision makers are applying the brakes. BTI research reveals a substantial drop in corporate counsel hiring in-house attorneys. Only 7.7% of General Counsel want to add in-house attorneys to their…

Michael RynowecerApril 12, 2017