The Mad Clientist - The BTI Consulting Group

Clients Rank Law Firms—Skadden Tops BTI Client Service 30

Skadden reigns supreme in client service. Each year, The BTI Consulting Group speaks with more than 300 leading corporate counsel and asks them which firms are leading the way when it comes to delivering superior client service—an area law firms aren’t always known for mastering. This year, unexpected leaders prove…

Michael RynowecerDecember 1, 2014

The Mad Clientist

Congratulations on your Bankruptcy… and Other Client Service Turkeys

Thanksgiving is right around the corner and The Mad Clientist would like to give thanks to the attorneys delivering some of the year’s more egregious client service turkeys. The Mad Clientist shares these true stories from corporate counsel in the hopes we can learn some lessons—and have a few laughs. …

Michael RynowecerNovember 18, 2014

The Mad Clientist

Strategic Envy: Strategic Planning’s Second Deadly Sin

“We want their profits.” “Their clients should be our clients.” “We should offer the same services they do.” “They use project management.” “They don’t use Six Sigma.” “Our firm would enjoy those results…let’s do what they’re doing!” We start with the best of intentions. We want to learn how…

Michael RynowecerNovember 11, 2014

The Mad Clientist

Don’t Sell to People Who Don’t Want to Buy

Some clients just don’t bite. No matter how good you are or how well-suited you are to meet their needs, there are clients who just won’t buy from you. Successfully selling professional services is largely based on personality and chemistry. In any given professional services sector, 60% to 70% of…

Michael RynowecerNovember 4, 2014

The Mad Clientist

To Boldly Grow Where No Legal Market Has Grown Before

You can find opportunity in every market—up, down or flat—the only question is which of the many strategies will work. The legal market has reached the point where each market opportunity demands a different strategy. BTI’s new research, based on 330 interviews with corporate counsel, reveals corporate counsel have hit…

Michael RynowecerOctober 29, 2014

The Mad Clientist

Better. Stronger. Faster. Building the Bionic Practice Leader.

We have the technology. We can build a better Practice Leader. Practice Leaders serve as the front line in driving growth. They are the first set of feet on the ground—developing your markets, client relationships, and the people in your firm. Yet law firms tell us they frequently struggle with…

Michael RynowecerOctober 22, 2014

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Clients Rank Law Firms—Skadden Tops BTI Client Service 30

Congratulations on your Bankruptcy… and Other Client Service Turkeys

Strategic Envy: Strategic Planning’s Second Deadly Sin

Don’t Sell to People Who Don’t Want to Buy

To Boldly Grow Where No Legal Market Has Grown Before

Better. Stronger. Faster. Building the Bionic Practice Leader.