Marketing Archives - The BTI Consulting Group

Marketing Budgets per Attorney Jump Nearly 11%

Budgets may not be going up as a percentage of revenue, but per capita spending is. CMOs have been both clever and skilled in managing their budgets. Overall, increases in revenue are slightly outpacing increases in attorney headcount. Most CMOs have been able to keep their budgets untouched. This means…

Michael RynowecerMarch 14, 2018

The Mad Clientist

What Law Firm CMOs Love and Hate about Their Jobs

Law firm CMOs are basically split—45% are happy and fully engaged. This leaves more than half who are not.At 35%—the biggest segment of CMOs rate their jobs an 8 of 10. It’s good, they like it—but does not cross the line into thrilled, awesome, or fully engaged.Another 20% put their…

Michael RynowecerJanuary 31, 2018

The Mad Clientist

Law Firms to Add Big to Marketing Budgets in 2018—Here’s How to Get Yours

13% of law firm CMOs are trying to hide their smiles. They snagged big increases in their budgets—just over $1 million per firm.* Their goal is simple—keeping clients, growing clients, and getting new ones. Their success in justifying their new budgets comes from emphasizing the risk of not spending the…

Michael RynowecerNovember 1, 2017

The Mad Clientist

7 Stages of the Best Marketing & Business Development Performances

Law firm performance falls into 7 distinct stages based on how many of the 10 power marketing practices each firm adopts. Each law firm falls along a spectrum of marketing and business development behaviors defining how far you’ve come—or how far you have to go. The firms who have adopted…

Michael RynowecerJune 21, 2017

The Mad Clientist

Climbing the Marketing and Business Development Mountain [Infographic]

Learn exactly what steps to take to make it to the top with BTI’s newest report, BTI Guide to Maximum Marketing & Business Development 2017, where you'll see the details on what the top performers are doing differently than everyone else—and step-by-step tactics for how you can implement, and improve, these…

Michael RynowecerJune 21, 2017

The Mad Clientist

Are You Pursuing the Right Clients?

Cracking the code to business development offers significant financial benefits. So why have only a select few—10.8% of all law firms—figured out a marketing and business development strategy to drive faster growth and build bigger relationships than other firms.Jennifer Dezso, BTI Principal, walks through the first marketing & business development…

Michael RynowecerJune 19, 2017

The Mad Clientist

The 10 Secrets of Pacesetting Law Firms

Only 10 marketing tactics really matter. Out of the dozens of tactics, protocols, and activities available—there are 10 driving superior performance. Time and money at every firm are always at a premium, and everyone—from Managing Partners to Marketing Coordinators—is looking for the secret sauce to stretch every last dollar and every last…

Michael RynowecerJune 14, 2017

The Mad Clientist

The Most Underrated Trends in Legal Marketing

The best opportunity for growth lies in getting more business with existing clients. The typical law firm can triple the amount of business they get from a single top client. Yet, this is the least appreciated approach to the market.Client Development Is Used So Little and Offers So MuchThe single…

Michael RynowecerMay 24, 2017

The Mad Clientist

Surprise: Directories Not the Most Overrated Marketing Tactic

Who knew?Common wisdom would tell you the annual holiday card and rankings are the bane of a CMO’s existence. Not true. It turns out broad market outreach is the single most overrated and underperforming trend in marketing today. Our research with law firm marketing leaders shows broad market outreach must…

Michael RynowecerMay 17, 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