Mad Clientist Archives - Page 15 of 53 - The BTI Consulting Group

6 Killer Rules to Developing Business

The best business developers play by different rules than everyone else. Some rules come naturally and others are learned. Aspiring rainmakers can learn from the best. BTI isolated rules which serve as guideposts for those who bring in the most business. These are the 6 rules for killer business development.…

Michael RynowecerApril 18, 2018

The Mad Clientist

The Mad Clientist: Shoveling Snow Unlocks Market Feedback for Start Up

Around the age of 8, I started to shovel snow to earn extra money in Lynbrook, NY, a suburb of New York City. I had 2 main competitors: my friend from across the street and another at the end of the block. We each charged $2 to $3 per house,…

Michael RynowecerApril 11, 2018

The Mad Clientist

Legal Marketing Association Annual Conference – New Orleans

The Legal Marketing Association’s annual meeting is always a great conference and a valuable learning experience. BTI Principal, Jennifer Dezso, will be attending and presenting a not to be missed session for firms targeting new business from existing clients. Wednesday, April 11, 3:30 – 4:30 The Best Source of New Work…

Michael RynowecerApril 9, 2018

The Mad Clientist

How BTI Client Service All-Stars Outperform Everyone Else

It’s not just one thing. It’s everything—the total package.The BTI Client Service All-Stars deliver better client service than everyone else. Their secret? They care about all things and everything client facing. For the first time, clients note total client experience as one of the top traits separating a BTI Client…

Michael RynowecerApril 4, 2018

The Mad Clientist

Clients Single Out 326 Attorneys for Superior Client Service

Corporate counsel point to 335 attorneys—by name—who deliver the best client service. These are the BTI Client Service All-Stars 2019. Corporate legal decision makers single out each BTI Client Service All-Star—by name and in an unprompted manner. No attorney or firm can self-nominate, self-refer, nor pay to be included in…

Michael RynowecerMarch 28, 2018

The Mad Clientist

The 17 BTI Business Development Badasses

Business development is turning law firms into hawks and doves. The hawks seek out the clients they want. They invest more time and thought into winning and have a strict go/no go policy for RFPs. The hawks show up more prepared than anyone one else and way more than clients…

Michael RynowecerMarch 21, 2018

The Mad Clientist

Marketing Budgets per Attorney Jump Nearly 11%

Budgets may not be going up as a percentage of revenue, but per capita spending is. CMOs have been both clever and skilled in managing their budgets. Overall, increases in revenue are slightly outpacing increases in attorney headcount. Most CMOs have been able to keep their budgets untouched. This means…

Michael RynowecerMarch 14, 2018

The Mad Clientist

7 Unintended Branding Events to Stymie Any Brand Strategy

Law firms have at least 2 branding initiatives at any single point in time. One is carefully planned, orchestrated, researched, and measured to determine its success. The other is far less formal. It occurs as interactions between the individuals at your firm and people outside the firm—namely clients and potential…

Michael RynowecerMarch 7, 2018

The Mad Clientist

Anatomy of a Client Development Plan

20% of clients will drive 80% of your firm's financials. BTI Principal Jennifer Dezso shares how focusing on developing a comprehensive file on your star clients helps better manage your future business development efforts.You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/NfXmphZgyNA With…

Michael RynowecerMarch 5, 2018

The Mad Clientist

Clients Shatter 2 Records Helping Latham Shatter $3 Billion in Revenue

Clients are on pace in 2018 to record levels for spending the largest amount ever on outside counsel. At the same time, they rely on fewer law firms than ever.Latham, which has just posted the highest revenue of any law firm, has been following and using these shifting client and…

Michael RynowecerFebruary 28, 2018