The Mad Clientist - The BTI Consulting Group

The Most Recommended Law Firms 2016

Last week we shared why 40.1% of legal decision makers recommend their primary law firm to a peer—it all comes back to client service. Client-to-client recommendations are the express lane for new client relationships and new business.Clients tell us there is virtually no limit to the number of actions, strategies…

Michael RynowecerJune 8, 2016

The Mad Clientist

Client Service Recovers from Record Drop Driving New Business Gains

Only 40.1% of clients recommend their primary law firm to a peer, after the second biggest drop on record last year, when 33.3% of clients recommended their primary law firms. The increase is impressive but still leaves more than half of all clients wanting—and these clients will seek out, find…

Michael RynowecerJune 1, 2016

The Mad Clientist

How To Be One of 6 New Law Firms Clients Audition for Big-Time Work

Top legal decision makers added 6 new law firms to their panels, bringing the total up to 42* from a record low 36 in 2014. While up a bit, 42 firms remains the second-smallest panel in the last 16 years.Client service reached an all-time low in 2014 and the impact on…

Michael RynowecerMay 25, 2016

The Mad Clientist

7 Rules to Virtually Double the Practices You Deliver to Clients

The typical primary law firm delivers 1.8 practices to each of their major clients. The best performers, those who collaborate and set the standard for superior client service, deliver 3.2 practices to their clients.The law firms with strong collaborators get more business while keeping competitors out of their client base.…

Michael RynowecerMay 18, 2016

The Mad Clientist

Is $5,000 an Hour Next?

The bull market in high-end work makes hourly rates defy gravity.The dramatic increase in clients’ need for complex and bet-the-company work is bad for clients but downright awesome for law firm rates. The highest rate in the market now commands 2.9 times the average rate clients pay. Clients* give BTI…

Michael RynowecerMay 11, 2016

The Mad Clientist

How Many Law Firms Fail This Business Development Test?

Tom and Mark, two brothers who had worked for 26 years to build their company, reached a pinnacle moment. Their now substantial wealth was fully invested in the company. The brothers were reaching a point in their lives where they wanted to ensure the future financial security of their families.…

Michael RynowecerMay 4, 2016

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The Most Recommended Law Firms 2016

Client Service Recovers from Record Drop Driving New Business Gains

How To Be One of 6 New Law Firms Clients Audition for Big-Time Work

7 Rules to Virtually Double the Practices You Deliver to Clients

Is $5,000 an Hour Next?

How Many Law Firms Fail This Business Development Test?