The Mad Clientist - The BTI Consulting Group

Law Firms Build Serious Marketing and Biz Dev Muscle

Lip service is over. Law firms are building marketing and business development muscle to drive market gains—and partners show their support by voting with their wallets. Law firms steadily boosted their investment in marketing and business development since 2010. Budgets at the 100 largest firms experienced a compound annual growth…

Michael RynowecerDecember 2, 2013

The Mad Clientist

New Strategies Turbo-Charge Leaders—Skadden Tops BTI’s A-Team—Morgan Lewis, Sidley Surge

Corporate counsel rank Skadden as delivering the absolute best client service. After redefining its approach to clients 4 years ago, the firm surges to number one in the BTI Client Service A-Team 2014. Skadden is an 11-year veteran of The BTI Client Service 30, has been in the top 5…

Michael RynowecerNovember 18, 2013

The Mad Clientist

Cross-selling: Legends, Folktales and Statistics

1. The typical primary law firm provides 3 practices to a single client. Fiction:On average, a primary provider delivers 1.8 practices to a single client—meaning most law firms deliver one, and a handful service 2 practice areas. The average client has 4 major practice needs and 5 minor, but measurable,…

Michael RynowecerOctober 30, 2013

The Mad Clientist

The Mad Clientist’s Maxims: The RFP Process is Neither Fair nor Objective

The only people who dislike RFPs more than you are your clients. To some, the RFP can serve as a beacon of hope to win new business—driving adrenaline levels and competitiveness sky-high. To others, the RFP is a wake-up call—a signal your client relationship is at risk because you are…

Michael RynowecerOctober 23, 2013

The Mad Clientist

Vital Signs: 7 Traits of the Best Relationships with the Best Clients

Most of us do what we do to work with the best clients. These are the clients who award work without competition, offer us an abundance of challenging and interesting work and are a joy to work with. These clients are often big spenders but pop up in every size…

Michael RynowecerOctober 14, 2013

The Mad Clientist

BTI Breakfast Briefing for Law Firms

Due to extraordinary demand—BTI returns to the Harvard Club of New York City ready to present the most compelling insights into: Where the market is headed—hint: you may find a few pleasant surprises How law firms are stacking up to client expectations What CMOs are doing with their spending and…

Michael RynowecerOctober 11, 2013

The compelling legal industry pulse delivered weekly to your inbox.

Powerful, data driven insights & actionable key takeaways—helping you and your firm boost performance.

Latest Insights

Search

Archives

Law Firms Build Serious Marketing and Biz Dev Muscle

New Strategies Turbo-Charge Leaders—Skadden Tops BTI’s A-Team—Morgan Lewis, Sidley Surge

Cross-selling: Legends, Folktales and Statistics

The Mad Clientist’s Maxims: The RFP Process is Neither Fair nor Objective

Vital Signs: 7 Traits of the Best Relationships with the Best Clients

BTI Breakfast Briefing for Law Firms