The Mad Clientist - The BTI Consulting Group

Crafting a Killer Proposal

You’ve learned how proposals get no respect or love—hurting your chances of getting new business, and how to strategically select the RFPs which do merit your love with BTI’s RFP Go/ No Go checklist. After reviewing the checklist and deciding a proposal is worthy of a response, all you need now…

Michael RynowecerFebruary 4, 2015

The Mad Clientist

Your RFP Go/No Go Checklist for Winning the Best Work

Last week’s blog post was a call to action for law firms to reframe thinking about RFPs from lost soul of business development to bastion of opportunity to win work. All it takes is some love and respect—and a touch of strategy. Businesses thrive on making targeted, clear decisions. Strategic…

Michael RynowecerJanuary 28, 2015

The Mad Clientist

Dragged Kicking and Screaming to the Perfect RFP

Law firms work 4 times harder than 5 years ago to get a new dollar of business. This trend makes the following statements we’ve heard about chasing proposals and pitches all the more frightening: “This company is so big you don’t really need to have an existing relationship with them…

Michael RynowecerJanuary 21, 2015

The Mad Clientist

Ignore Market Trends: Strategic Planning’s Third Deadly Sin

Dealing with market trends adds a new degree of difficulty to strategic planning. This is especially true when the trends are anything but high growth. Not only do you have to come up with the right goals, you now need to either take advantage of external forces or at least…

Michael RynowecerJanuary 14, 2015

The Mad Clientist

7 Lessons from the Client Service A-Team

Corporate counsel have identified the 30 law firms delivering the absolute best client service. The BTI Client Service 30 outperforms more than 650 other firms by a factor of 6 to land among the client service elite. It’s easy to dismiss client service as a nice-to-have soft skill. However, research shows…

Michael RynowecerJanuary 7, 2015

The Mad Clientist