We conduct an enormous number of client interviews at BTI. We have conducted more than 300 just this year. We hear a lot. It covers the spectrum and always brings an unexpected surprise. Most good — while others grab your attention — immediately. These 7 mini cases offer a learning…

Law firm marketers have boundless energy around pitches and RFPs — pro and con. As do clients and the attorneys working on these pitches and pursuits. We heard from them all — in droves after our last 2 posts. They all focused on 2 schools of thought: What clients want…

“Very focused on our business and industry.” Senior Corporate Counsel, Large Tech Company “Thoroughly analyzed our case and provided a very detailed presentation. It was impressive.” Deputy General Counsel – Litigation, Leading Financial Service Organization “Very effective in building a presentation around our unique legal needs and how they can…

Everyone hates RFPs. Clients. Law firms. And now clients are changing how they use them. They are not. Like so many things arising from the pandemic era — we are looking at extremes. Only 11.2% of clients are preparing to issue an RFP, with another 10.2% thinking about it. This…

High-quality voice dialogue between clients and their relationship partners remains rare. Only 21% of clients report a high-quality ongoing dialogue with their main partner outside of a matter-related discussion. This leaves a lot of room to develop client relationships. But outside attorney reluctance to call runs rampant. Here are the…