Mad Clientist Archives - Page 49 of 53 - The BTI Consulting Group

Cross-selling: Legends, Folktales and Statistics

1. The typical primary law firm provides 3 practices to a single client. Fiction:On average, a primary provider delivers 1.8 practices to a single client—meaning most law firms deliver one, and a handful service 2 practice areas. The average client has 4 major practice needs and 5 minor, but measurable,…

Michael RynowecerOctober 30, 2013

The Mad Clientist

The Mad Clientist’s Maxims: The RFP Process is Neither Fair nor Objective

The only people who dislike RFPs more than you are your clients. To some, the RFP can serve as a beacon of hope to win new business—driving adrenaline levels and competitiveness sky-high. To others, the RFP is a wake-up call—a signal your client relationship is at risk because you are…

Michael RynowecerOctober 23, 2013

The Mad Clientist

Vital Signs: 7 Traits of the Best Relationships with the Best Clients

Most of us do what we do to work with the best clients. These are the clients who award work without competition, offer us an abundance of challenging and interesting work and are a joy to work with. These clients are often big spenders but pop up in every size…

Michael RynowecerOctober 14, 2013

The Mad Clientist

BTI Breakfast Briefing for Law Firms

Due to extraordinary demand—BTI returns to the Harvard Club of New York City ready to present the most compelling insights into: Where the market is headed—hint: you may find a few pleasant surprises How law firms are stacking up to client expectations What CMOs are doing with their spending and…

Michael RynowecerOctober 11, 2013

The Mad Clientist

US Legal Spending Soars: Growth at 7%

US spending by global companies is soaring—and 75% of their US law firm hires are outside the Am Law 50. Global company spending now accounts for 40% of US corporate legal spending, up from 30% in 2010. We find global companies are more active in developing markets, building sales channels,…

Michael RynowecerOctober 3, 2013

The Mad Clientist

In the Zone: Your Litigation Opportunities for 2014

With litigation matters surging and spending flat in 2014, law firms who can pinpoint the areas where clients have the most acute needs will fare better than most. BTI research with nearly 300 corporate counsel shows some of the most acute needs in 2014 will be: Class Actions and Torts:…

Michael RynowecerSeptember 26, 2013

The Mad Clientist

The BTI Fearsome Foursome

Four corners. Four walls. Think about the strength upon which others build. Taking massive amounts of energy, comparatively, to move them. We welcome these strengths as allies and tools and fear them most when in opposition. Corporate counsel bestow this strength on just four law firms—The BTI Fearsome Foursome. These…

Michael RynowecerSeptember 10, 2013

The Mad Clientist

Litigation Activity to Surge, Spending Flat

Activity and New Matters to Surge 60.7% of clients expect to see a jump in the number of litigation matters they will be handling in 2014. The typical larger company is expecting 44 more substantive matters than 2013, with increases taking place across almost all major fronts, including: Regulatory Labor Class…

Michael RynowecerSeptember 4, 2013

The Mad Clientist

If Bezos Bought a Law Firm

A few changes clients and partners might see if Jeff Bezos bought a law firm: Clients can join Legal Prime for a $79,000 annual fee to get answers to their questions within 2 business days—(subject to terms and conditions) Clients and partners jumping online to write reviews—creating another leading directory…

Michael RynowecerAugust 7, 2013

The Mad Clientist

Insight is to Primary as Creativity is to Secondary

The Oxford English Dictionary defines insight as understanding “the inner character or hidden nature of things; a glimpse or view beneath the surface.” This ability to see beyond the surface and truly understand what your client needs separates the primary provider from a secondary provider, bringing with it the opportunity…

Michael RynowecerJuly 31, 2013