Mad Clientist Archives - Page 24 of 53 - The BTI Consulting Group

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

The Law Firms Best at Cybersecurity

Cybersecurity and data privacy is the fastest growing segment of outside counsel spending. It is also the biggest issue keeping clients awake at night. Clients are placing heavy focus on forward-looking, as well as current, cybersecurity issues.Law firms have been jockeying for position as the market has developed over the…

Michael RynowecerApril 25, 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

Forget Herding Cats, You Need to Herd Bats

Herding cats is way too easy to describe the challenge of leading a law firm. In fact it is downright deceptive. Cats operate in 2 dimensions. Bats operate in 3—they fly.Bats travel and feed in colonies. The fly together and rely on echolocation to navigate and get where they want…

Michael RynowecerApril 19, 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

How Clients Define Innovation

Clients define innovation by the most advanced technology, right? This week The Mad Clientist shares insights on what kinds of innovation clients are really looking for from their law firms.You can view the video below, or on YouTube directly here: https://youtu.be/64tY27wYZN4 We’ll be releasing videos here on The Mad Clientist blog…

Michael RynowecerApril 3, 2017