Mad Clientist Archives - Page 9 of 53 - The BTI Consulting Group

Only 7 Things Drive Law Firm CMOs Crazy

CMOs are quick to point out how the attorneys are the best part of the job. But, some attorneys do a good job of driving them absolutely crazy.4 of the 7 sources of CMO frustration start with attorneys—a small number of attorneys, but attorneys none the less. Attorneys don’t have…

Michael RynowecerApril 17, 2019

The Mad Clientist

22% of Clients Bring on New GCs: New Game, New Rules, New Rates

22% of clients are disrupting the market right now. These are the new GCs. Half of these have been in place for less than 12 months. Another half have been in place 23 months—just enough to get their sea legs. We see 2 big implications for law firms: This is…

Michael RynowecerApril 10, 2019

The Mad Clientist

7 Ways Client Service All Stars are Different: You Can Implement Them Now

Each year, The BTI Client Service All-Stars manage to up their game. They know how to push client service beyond its current limits. They know how to break through not only the clutter of competition, but the self-imposed client service limits some attorneys face. Here are 7 examples of superior…

Michael RynowecerApril 3, 2019

The Mad Clientist

Corporate Counsel Single Out 335 Attorneys with the Best Client Service—By Name

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 this…

Michael RynowecerMarch 27, 2019

The Mad Clientist

Who’ll Collect the Win? 9 Firms Intent on Edging Out Kirkland and Latham

Who’s next? Kirkland and Latham are in a class by themselves. So, which firms can get even bigger and create a new class? We asked more than 160 law firm marketing leaders and here’s who they think are the next firms to deliver blow-out growth: DLA Piper and DentonsThese 2…

Michael RynowecerMarch 20, 2019

The Mad Clientist

The Lost Secrets Behind Latham and Kirkland’s Success

There is more to this story than meets the eye. Latham’s largest clients use an average of 21 of the firm’s offices. This doesn’t happen by accident. Kirkland didn’t close almost 10 deals a week last year through luck. The success of these firms is based on foundational skills, strong…

Michael RynowecerMarch 13, 2019

The Mad Clientist

7 Ways BTI Business Development Badasses Are Different

Attitude and behavior win you BTI Business Develop Badass status. It’s not only what you do, it’s how you do it—specifically. BTI research reveals 7 key differences between the BTI Development Badass (BDB) firms and everyone else.1. Advance Notice of the PitchKnowing the pitch is coming before everyone else is…

Michael RynowecerMarch 6, 2019

The Mad Clientist

The 18 BTI Business Development Badasses

A pitch is as much a mind game as it is a team sport. You go in focusing on your potential client. But there are always competitors. Some of these competitors are worrisome and others are not. Then, you catch wind you are up against a BTI Business Development Badass—the…

Michael RynowecerFebruary 27, 2019

The Mad Clientist

22% of GCs Unloved: Out of the Loop

“I’m the last to know and have to drive this thing to close. I don’t get all the facts, and everyone is waiting for me. It’s ass backwards.” VP and GC, Large Telecom Company. The attorney able to show this GC how to change the dynamics and drive the results…

Michael RynowecerFebruary 20, 2019

The Mad Clientist

98% of CMOs Would Do It All Again

Successful CMOs know how to navigate the people and culture of their firm. They know what experience counts and what’s worth caring about. The most successful CMOs have 7 lessons they wish they had known earlier. What Advice Would You Give Yourself When You Were Just Starting Out?We asked more…

Michael RynowecerFebruary 13, 2019