Law Firms Archives - Page 36 of 46 - The BTI Consulting Group

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

The Mad Clientist

Change Your Client Relationships with New Matter Triage

Clients are seeing more new, complex matters than they have in the last 5 years. Learn how firms are using new matter triage to earn this new, complex work and change their client relationships.You can view the video below, or on YouTube directly here: https://youtu.be/YEb6hfGVxNU We’ll be releasing videos here on…

Michael RynowecerApril 10, 2017

The Mad Clientist

Half of CMOs on Road to Burnout

In some ways it’s a CMO’s dream—demand exceeds marketing supply. CMOs face a record level of RFPs and now carefully orchestrate between 50 and 500 directory submissions or more—all coming due at the same time. This alone can absorb major capacity—before adding in all the daily tasks of running the…

Michael RynowecerApril 5, 2017

The Mad Clientist

6 Tactics for Talking Rates with Clients

The only question you can be sure every client is going to ask prior to hiring you is: How much will this cost? The more you prolong addressing costs the more it becomes the elephant in the room. And it leaves everyone wondering who’s going to force the issue first.Take…

Michael RynowecerMarch 27, 2017

The Mad Clientist

Only 20% of CMOs Trusted Advisors

Advisors bring deep knowledge and insight. Trust means you are relied on. Only 20% of CMOs feel like they are both. The bulk of law firm marketing leaders believe they are supported, respected, and well thought of—but—they have not yet gained the coveted trust.*CMOs who believe they are relied on…

Michael RynowecerMarch 15, 2017

The Mad Clientist

Client Research: Super-Charged Business Development

Client research is more than a quick perusal of a client's website, and The Mad Clientist is here to run through the ways you can super charge your business development by taking your client research in the right direction. You can view the video below, or on YouTube directly here: https://youtu.be/jBvOtMSjQek We’ll…

Michael RynowecerMarch 13, 2017

The Mad Clientist

The Business Development Window is About to Open—For a Very Short Time

It’s prime cross-selling season.Every 12 to 18 months your clients face new and vexing problems. These issues change like clockwork. Some will appear, disappear, and reappear over time—but the issues will always have a new and more complex twist. The time is upon us.There are few better cross-selling opportunities than…

Michael RynowecerMarch 8, 2017

The Mad Clientist

Getting the Lucrative Work Before it Goes to RFP

Bet-the-Company and complex matters are permeating the marketplace, and clients aren't inclined to go out to RFP. The Mad Clientist walks you through exactly how firms get access to this work.You can view the video below, or on YouTube directly here: https://youtu.be/m7QXDZQueG4 You can also find more details on the client…

Michael RynowecerMarch 6, 2017