Mad Clientist Archives - Page 46 of 53 - The BTI Consulting Group

Attention Law Firms, Clients Don’t Care about Your Website

When a client walks into your lobby what’s the first thing they do? Admire the wall of beautiful art or well-lit founders' portraits? Take in the fresh flower display that’s rotated on a weekly basis? No. They head to the receptionist and ask to be directed to the person they…

Michael RynowecerJune 17, 2014

The Mad Clientist

Once Upon a Time There Was an Attorney…Bedtime Stories with The Mad Clientist

I. The Attorney Who Cried Conflict THERE ONCE WAS AN ATTORNEY who needed a conflicts waiver from a long-time client. The attorney phoned his client to request the waiver, “Waiver, waiver, can I please get this waiver?” The client grumbled, “This is a more sensitive matter than most. I will…

Michael RynowecerJune 10, 2014

The Mad Clientist

The Going Rate, Part II—How Your Rates Really Compare

To see exactly where your firm's rates stack up to your competitors in BTI's Billing Rate Reference 2014, visit: www.bticonsulting.com/rates. And, in case you missed last week's post: The Going Rate, Part 1—What Clients Really Pay Law Firms

Michael RynowecerJune 3, 2014

The Mad Clientist

The Going Rate—What Clients Really Pay Law Firms

Check back next week for The Going Rate, Part 2—What Law Firms Really Charge Clients. And learn more about what corporate counsel are really paying law firms in BTI's Billing Rate Reference 2014 here: www.bticonsulting.com/rates.

Michael RynowecerMay 27, 2014

The Mad Clientist

How I Learned to Stop Worrying and Love AFAs

Skeptical Law Firm: Oh no… you want to talk about AFAs, again? We have clients who talk about AFAs all the time. The Mad Clientist: I hate to break it to you: AFAs are not going away. Corporate counsel love the idea of AFAs—in 2013, spending under alternative fees rose…

Michael RynowecerMay 21, 2014

The Mad Clientist

41% of CLOs Make Changes to Boost Business Value—Now

Value-added. High-value. Shared value. Business value. We tack some form of this often reviled buzzword onto virtually every activity these days. And no small wonder, it’s what corporate counsel are keyed into. Delivering value overtook cost control as corporate counsel’s most important goal in 2013. In 2014, more CLOs have…

Michael RynowecerMay 13, 2014

The Mad Clientist

The Mold Problem

We often think we need to come up with a solution on our own to prove we are worth hiring. But clients aren’t just looking for someone to take charge and save the day—they’re looking for an ally, an invested confidant. Clients want to play a role in the shaping…

Michael RynowecerMay 7, 2014

The Mad Clientist

9 Keys to Hirability, Higher Rates and Fame

Clients may know who you are, but this is just the tip of the iceberg. The real challenge is ensuring your firm’s brand moves past awareness to differentiation. Different from all others—in a good way—where your brand drives new business. Differentiation determines your hirability and how much clients will pay.…

Michael RynowecerApril 30, 2014

The Mad Clientist

Every Step You Take… I’ll Be Watching You

Nothing leaves a stronger imprint on clients than experience. Nothing. Apple continues to maintain its stronghold on brand value in Forbes’ annual list of Most Valuable Brands even as consumers start to grumble about whether or not Apple remains truly innovative. But Apple still delivers an experience no other brand…

Michael RynowecerApril 24, 2014

The Mad Clientist

4 Innovative Actions to Add Outsized Value Today

You can start the march to add outsized value and boost client service today. Ok, maybe Monday. Start slow and be selective. Focus on your largest clients. You can mix and match where you feel comfortable—but no matter how you move ahead—embrace at least one of these client building strategies:…

Michael RynowecerApril 17, 2014