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The Mad Clientist

Anatomy of a Client Development Plan

20% of clients will drive 80% of your firm's financials. BTI Principal Jennifer Dezso shares how focusing on developing a comprehensive file on your star clients helps better manage your future business development efforts.You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/NfXmphZgyNA With…
Michael Rynowecer
March 5, 2018
The Mad Clientist

The Ideal Client Mix

Looking at your client relationships along the dimensions of Client Attractiveness and Money allows you to easily see which clients create better opportunities and have a stronger financial impact.Jennifer Dezso, BTI Principal, walks you through the steps you can take to assess and create your ideal mix of clients.You can…
Michael Rynowecer
February 2, 2018
The Mad Clientist

BTI’s Holiday Wishes 2017

May this holiday season usher in a wonderful new year for you and yours.— from The Mad Clientist and everyone at The BTI Consulting GroupYou can view the this year's holiday card below, or on YouTube directly here: https://youtu.be/cPdRsuWs1TA
Michael Rynowecer
December 20, 2017
The Mad Clientist

Smart Questions To Get Clients To Open Up

Developing business doesn't happen by asking questions with yes or no answers. Truly understanding your clients' needs—and how your firm can help—comes from asking situational questions which drive robust answers. In this week's video, The Mad Clientist walks you through creating scenarios to get your clients talking.You can view the…
Michael Rynowecer
December 18, 2017