The Mad Clientist - The BTI Consulting Group

How 6 Seconds of Silence Nails New Business

Your client is looking right at you. No words—just deep in thought. You just said something which made you very different from everyone else. Were you provocative? Did you just change your client’s perspective? If you're like most people you may not exactly know. But you do know you seriously…

Michael RynowecerJuly 8, 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

Client Service Suffers Second Biggest Drop — Here’s Why

Clients want more. And don’t stop wanting more. Ever. Only 33.3% of corporate counsel recommend their primary law firm to a peer—a substantial drop from the 40.1% who recommended their primary law firms last year. This marks the second biggest drop in 15 years. Credit one reason—The Client Expectation Gap. …

Michael RynowecerJune 17, 2015

The Mad Clientist

Every Firm Can Beat the Spike In Attorney Resistance to Change

The more things change the more we resist. 54.1% of law firm marketing leaders report partner resistance to change as their most vexing problem—more than doubling from the 22.5% reported in 2005. Back then, corporate legal spending was soaring while law firms worried only about capacity to meet demand. Fast…

Michael RynowecerJune 10, 2015

The Mad Clientist

The Great Revenue Deception

Revenue is so deceptive. As long as we have growth it's all good. But, it hides so many sins and can be so misleading. It can also mask great success. Too bad it sits right up at the top of the income statement for all to see. Hiding the Truth…

Michael RynowecerJune 2, 2015

The Mad Clientist

Clients Drop 11 More Law Firms — Hitting 15-Year Low

Clients have the smallest law firm panels in 15 years. A typical large company now relies on 36 law firms—down from 47 firms last year. This marks the second year in a row of the shrinking law firm panel. Despite the new low, corporate counsel report no plans to stop…

Michael RynowecerMay 27, 2015

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How 6 Seconds of Silence Nails New Business

The Most Recommended Law Firms

Client Service Suffers Second Biggest Drop — Here’s Why

Every Firm Can Beat the Spike In Attorney Resistance to Change

The Great Revenue Deception

Clients Drop 11 More Law Firms — Hitting 15-Year Low