The Mad Clientist Archives - The BTI Consulting Group

15 High-Octane Business Development Tactics Especially Powerful This Time of Year

It's pivot time. Corporate counsel are downshifting to get into high gear for year end. This pivot is a rare mix of planning, action, and near-term goal setting. It is also the perfect storm for attorneys to develop business. Here are 15 high-octane business development tactics especially powerful this time…

BTIConsultingSeptember 4, 2024

The Mad Clientist

Blood, Sweat, and Billables: The 5 Metrics Ruling Law Firm Empires

Forget everything you thought you knew about law firm success. International consultant Patrick McKenna and The MAD Clientist surveyed 250 law firm leaders. It lays bare the metrics keeping the legal world's power players awake at night, and the results are nothing short of an eye-opener. Brace yourself for the…

BTIConsultingAugust 28, 2024

The Mad Clientist

Clients Reveal 4 Strategies for Doling Out New Work

BTI’s about to be released BTI Litigation Outlook 2025 reveals clients are more open to hiring new law firms than ever. They have their own ideas about what they want and don’t want when awarding the torrent of new work coming in the door. Here are the 4 major approaches…

BTIConsultingAugust 21, 2024

The Mad Clientist

Why Law Firms Prioritize Leadership Over Culture

Lawyers believe leaders drive culture. And lawyers are more interested in learning about leadership than culture. This is the exact opposite of corporate America — who want to learn about culture about 2x as much as leadership.It has been this way for 20 years. Google Trends reveals lawyers search for…

Michael RynowecerAugust 14, 2024

The Mad Clientist

Warning: New Generation of Law Firm Leaders Want to Crush You Like a Bug

New law firm leaders bring change. And some are bringing aggressive change — trying to bend the legal landscape to their advantage. If this means crushing you like a bug — no worries — it's just business. They plan to win and win big. In 2015 the largest 30 law…

Michael RynowecerAugust 7, 2024

The Mad Clientist

Inside the Law Firm CMO Shuffle

Law firms continue to try to up their marketing game. At the same time — CMOs are trying to escalate their careers. This can be a match made in heaven — or a disaster. It also drives demand for top CMOs and turnover in first-chair marketers. We canvassed more than…

Michael RynowecerJuly 31, 2024

The Mad Clientist

Clients Single Out the BTI Client Service 30 2024 — Law Firms Best at Client Service

It's all organic. Clients — more than 300 of them — identify the law firms best at client service — along the 17 dimensions they say are the most crucial drivers. These legal decision makers single out a firm, rank them, and explain why — with no prompts or suggestions.…

BTIConsultingApril 10, 2024

The Mad Clientist

Up, Out, Wait or Quit: Associates Weigh in on Staying and Leaving their Firms

Tantalizing, treacherous, business development fears and the Prize. This is how associates describe making partner. It's a high-stakes game where the outcome is binary — make partner or face an undefined future. A few firms are publicly downplaying junior associates’ importance. The reality is law firms need strong senior associates…

BTIConsultingApril 3, 2024

The Mad Clientist

Breaking Down Law Firm Business Development Cultures: Struggle or Strategize

A BTI flash survey of almost 700 attorneys reveals decidedly different law firm business development cultures. Underappreciated and maligned by some — worshipped by others — business development is creating the next strategic and cultural divide. We asked these attorneys to describe their business development culture — the results look…

Michael RynowecerMarch 27, 2024

The Mad Clientist

The Lateral Partner Tsunami About to Hit Hard

There is only one group with more interest in lateral partners than law firm leaders — the partners themselves. Everything about law firms is changing. Partner moves are transitioning from phenomena to mainstream — and then will hit bubble territory. The deafeningly loud alarm bell for the upcoming tsunami is…

Michael RynowecerMarch 20, 2024