The Mad Clientist - The BTI Consulting Group

More Law Firms Worth Premium Rates

Corporate counsel see a 16% increase in law firms worth their premium rate. These firms are bucking every trend and convincing clients the value of the counsel delivered dwarfs the price. This year’s increase contrasts with last year’s 15% decrease in premium worthy firms. These firms earning premium-worthy status this…

Michael RynowecerMarch 17, 2016

The Mad Clientist

Clients Rank Every Law Firm Brand—Who’s Up, Down, and Best

Improve your brand and you drive your firm’s growth. Improve your brand a bit more strategically and you improve profits too. Boost your brand in all 9 factors leaving the biggest imprint on clients and you attract new clients as well. Develop the brand strength to outperform almost all others…

Michael RynowecerMarch 16, 2016

The Mad Clientist

12 Steps to Charging Whatever You Want

The GC of a global giant shared this gem during a client feedback interview: “I have on my desk right now yet another invoice which will require interpreters and a Sherpa to decipher and see if I should pay.” 80.1%* of clients think like this GC—questioning the value of their…

Michael RynowecerMarch 9, 2016

The Mad Clientist

The Business Development Blind Spot

You may be overlooking the silent race for business few law firms ever see or pursue.Market leaders stay ahead of competitors by sniffing out client pain and removing the sources of discomfort from their clients’ lives on a continuing basis. Your ability to do this before everyone else offers you…

Michael RynowecerMarch 2, 2016

The Mad Clientist

How Sharing Your Deepest, Darkest Secrets Increases Your Billings

You are your own worst enemy when it comes to delivering superior value to your clients. And not because you don’t deliver it. The overwhelming majority of professionals tend to keep the substantial value they deliver a deep, dark secret.Meet Darren, and the secret at the heart of his relationship…

Michael RynowecerFebruary 24, 2016

The Mad Clientist

Sensitivity Lessons from Napoleon and Mark Twain

“Give me enough medals and I’ll win you any war.”Napoleon Bonaparte“I can live for two months on a good compliment.”Mark TwainNapoleon makes 3 key points: 1) Give recognition to those who help you get where you want to go; 2) Public recognition is exponentially more powerful than private; 3) Publicly…

Michael RynowecerFebruary 17, 2016

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More Law Firms Worth Premium Rates

Clients Rank Every Law Firm Brand—Who’s Up, Down, and Best

12 Steps to Charging Whatever You Want

The Business Development Blind Spot

How Sharing Your Deepest, Darkest Secrets Increases Your Billings

Sensitivity Lessons from Napoleon and Mark Twain