RFP Archives - The BTI Consulting Group

9 Reasons Clients Remember Pitches and Meetings

You want to make an imprint. A positive imprint. You want to be remembered. Being remembered means getting hired. Corporate counsel hear a lot of pitches and talk to a lot of attorneys — an average of 22 a month at last count. They report hearing a lot of noise…

Michael RynowecerFebruary 28, 2024

The Mad Clientist

RFPs Surge to New Heights—How You Can Win Them All

Clients love good ideas. And they find them in RFPs. Not every RFP—all it takes is one really good idea to make the entire process worth it for clients. Could this be why clients are issuing RFPs at a record pace? 32% of clients issued RFPs last year, up from…

Michael RynowecerJanuary 8, 2020

The Mad Clientist

Largest Clients Ramp Up RFPs

The next RFP is likely to be a big one. RFPs among the largest clients are on the rise. While only 38% of clients plan to issue RFPs through 2019—they are the largest legal spenders. Here’s why this group is moving to RFPs while others silently interview and select their…

Michael RynowecerJanuary 23, 2019

The Mad Clientist

The 17 BTI Business Development Badasses

Business development is turning law firms into hawks and doves. The hawks seek out the clients they want. They invest more time and thought into winning and have a strict go/no go policy for RFPs. The hawks show up more prepared than anyone one else and way more than clients…

Michael RynowecerMarch 21, 2018

The Mad Clientist

Unspoken Criteria Clients Use to Evaluate Your RFP

Clients are becoming much more skilled in evaluating law firms. They are on the lookout for clues as to what they will get once they hire a firm. Top legal decision makers see so many pitches and presentations they have now developed a clear set of criteria—some of which they…

Michael RynowecerNovember 8, 2017

The Mad Clientist

Getting the Lucrative Work Before it Goes to RFP

Bet-the-Company and complex matters are permeating the marketplace, and clients aren't inclined to go out to RFP. The Mad Clientist walks you through exactly how firms get access to this work.You can view the video below, or on YouTube directly here: https://youtu.be/m7QXDZQueG4 You can also find more details on the client…

Michael RynowecerMarch 6, 2017

The Mad Clientist

The Worst of the Worst Pitches

The last we checked RFPs issued by clients were at an all-time high. This means a peak in presentations by law firms. A small number were truly excellent—blowing clients away and gaining new work for these law firms. Clients describe most as between acceptable and numbing. But, these potential clients…

Michael RynowecerJanuary 25, 2017

The Mad Clientist

Client RFPs Hit 15-Year High

More clients are using more RFPs to hire law firms than any point in the last 15 years.56% of corporate counsel issued RFPs for law firms in 2015, up from 45% in 2014. We now face a majority of clients using RFPs to hire new law firms. The increase is…

Michael RynowecerJanuary 27, 2016

The Mad Clientist

15 Best Opportunities and Trends for 2016

It’s a special time of year for The Mad Clientist as he clears his desk and combs through each of the 319 in-depth, independent interviews with corporate counsel BTI wrapped up in October of 2015. The goal: find the best opportunities for law firms in 2016.15 opportunities to drive growth…

Michael RynowecerDecember 2, 2015

The Mad Clientist

The 5 Law Firms with the Most Marketing Mojo

5 law firms stand out as the firms no one wants to pitch against. The 135 law firm marketing leaders BTI interviewed single out these 5 firms as bringing more marketing mojo than everyone else:Jones DayKirkland & EllisLatham & WatkinsLittler MendelsonMorgan LewisWe can’t help but note these 5 firms are…

Michael RynowecerOctober 28, 2015