Report Archives - Page 12 of 14 - The BTI Consulting Group

51.7% of CMOs Have Switched AORs—More to Come

Winning clients isn’t the main problem for agencies—keeping them is. AORs are replaced on a 3- to 4-year rotating basis. Nearly half of CMOs point to poor client service as the leading driver for switching AORs.High churn rates indicate agencies are predominantly involved in individualized—not institutionalized—relationships. These project- or person-based…

Michael RynowecerOctober 5, 2015

The Mad Clientist

How To Capture The Money Clients Spend on Litigation

Michael RynowecerSeptember 30, 2015

The Mad Clientist

Fear as a Differentiator—The BTI Fearsome Foursome

Few law firms embrace fear as a differentiator. Yet corporate counsel do. In fact, corporate counsel identify 4 firms more fearsome than all others—the BTI Fearsome Foursome.Fear is healthy in the right dosage—it helps you stay out of danger. The same can be said for the Fearsome Foursome. Corporate counsel…

Michael RynowecerSeptember 23, 2015

The Mad Clientist

The Most Recommended Law Firms

Last week we shared why only 33.3% of corporate counsel recommend their primary law firm to a peer—a task they do not take lightly. Recommendations are personal statements about the recommender as much as they are about a law firm’s client service, quality and commitment. With clients always expecting more, law firms…

Michael RynowecerJune 24, 2015

The Mad Clientist

The 9 Roads to Premium Rates

Brand isn’t about one thing. Your brand is about everything you do. Every action, interaction, the technology your firm uses, the client service your firm provides, or the value a client believes they get from using your firm—these all contribute to the imprint in a client’s mind; an impression which…

Michael RynowecerMay 6, 2015

The Mad Clientist

Clients Short Lists Get a Little Longer

Clients’ lists of go-to law firms just got a little longer. This means more law firms will have to fight harder to even be considered for hire for a new matter. As the number of top recommend firms shrinks corporate counsel are considering at least a few new firms to…

Michael RynowecerMay 6, 2015

The Mad Clientist

A Few More Law Firms Make Changes to Boost Client Service

More law firms are making changes to improve client service—37 more out of the 650 serving larger clients. This small but strategic sliver of law firms are changing their business approach and processes to improve client service. Corporate counsel’s smaller law firm rosters are forcing law firms to reconsider…

Michael RynowecerMay 6, 2015

The Mad Clientist

Downtick in Client-Recommended Law Firms

Those in the vanguard of recommendations have declined, down 12.6%. Client expectations are soaring as corporate counsel push for more change and more business value from their law firms. However, the response from law firms has left corporate counsel reluctant to unequivocally recommend a firm to their peers. The silver…

Michael RynowecerMay 4, 2015

The Mad Clientist

Fewer Law Firms Making Changes to Deliver More Value

Streamlining and making corporate counsel's lives easier translates into better value. Unfortunately, clients report a 5% drop in the number of law firms adding value to the client experience. This may be the first sign of legal project management becoming more mainstream. Clients are thinking beyond project tools towards changes…

Michael RynowecerMay 1, 2015

The Mad Clientist

Clients Rearrange Bet-the-Company Law Firm Rosters

48 law firms enjoy new nods from corporate counsel for their ability to handle bet-the-company work. Corporate counsel have consolidated their law firm rosters to a select number of firms demonstrating the absolute best understanding of their business and needs. These firms earn the client’s trust and are in position…

Michael RynowecerApril 30, 2015