Mad Clientist Archives - Page 42 of 51 - The BTI Consulting Group

Don’t Sell to People Who Don’t Want to Buy

Some clients just don’t bite. No matter how good you are or how well-suited you are to meet their needs, there are clients who just won’t buy from you. Successfully selling professional services is largely based on personality and chemistry. In any given professional services sector, 60% to 70% of…

Michael RynowecerNovember 4, 2014

The Mad Clientist

To Boldly Grow Where No Legal Market Has Grown Before

You can find opportunity in every market—up, down or flat—the only question is which of the many strategies will work. The legal market has reached the point where each market opportunity demands a different strategy. BTI’s new research, based on 330 interviews with corporate counsel, reveals corporate counsel have hit…

Michael RynowecerOctober 29, 2014

The Mad Clientist

Better. Stronger. Faster. Building the Bionic Practice Leader.

We have the technology. We can build a better Practice Leader. Practice Leaders serve as the front line in driving growth. They are the first set of feet on the ground—developing your markets, client relationships, and the people in your firm. Yet law firms tell us they frequently struggle with…

Michael RynowecerOctober 22, 2014

The Mad Clientist

The 7 Deadly Sins of Strategic Planning

Business strategy can drive stellar performance. But, leaders of professional services firms tell BTI the planning process is often constraining, restrictive, and frustrating. Some see it as glorified budgeting and others describe it as “a millstone hanging around my neck.” Strategic plans range from elaborate, formal, lengthy processes with large…

Michael RynowecerOctober 14, 2014

The Mad Clientist

The 4 Most Feared Litigation Firms and 6 Firms They Fear

We have nothing to fear, except the Fearsome Foursome. 4 law firms have the striking ability to make opponents take pause; wondering if moving forward is worth the fight. Clients change their litigation strategies before a case starts when they know they will face any one of the Fearsome Foursome.…

Michael RynowecerOctober 7, 2014

The Mad Clientist

60% of Clients Replaced a Core Litigation Firm—The Law Firm Purge Has Begun

BTI’s just completed research with over 300 General Counsel finds two trends driving how the litigation market will unfold in 2015: Bet-the-company matters have dropped by 50%. Aggressive settlement strategies and heightened focus on case elimination—not trial—sparks a 50% decline in bet-the-company matters over the past 2 years. Now clients are…

Michael RynowecerSeptember 29, 2014

The Mad Clientist

Business Development Lessons from Hannibal Lecter

“The answer is right in front of you...” —Hannibal Lecter to Clarice Starling, FBI Trainee, in The Silence of the Lambs The key to new business is right in front of you. The typical law firm has about 23% of the business they could be getting from a top client.…

Michael RynowecerSeptember 24, 2014

The Mad Clientist

Corporate Counsel Shift Another $1.1 Billion In-House

BTI’s first look at legal spending for 2014 and 2015 shows corporate counsel continue on a 3-year path of bringing work in-house. Larger companies, with $1 billion or more in revenue, are on track to move another $1.1 billion in legal spending in-house. This is on top of the $5.8…

Michael RynowecerSeptember 15, 2014

The Mad Clientist

Clients Demand More, Get More: Happiest with Law Firms in 3 Years

Client investment—both financial and emotional—in law firms jumps after a 3-year decline. In 2014, 40.1% of corporate counsel recommend their primary law firm to a peer, up from 31.4% in 2013. Increasing client investment can be good or bad news—it all depends on whether or not your client is investing…

Michael RynowecerSeptember 3, 2014

The Mad Clientist

It was 25 Years Ago Today…

Michael RynowecerAugust 21, 2014