The Mad Clientist - The BTI Consulting Group

93% of Clients Recommend a Law Firm—It’s Probably Not You

Only 1 in 3 clients recommends their primary law firm to a peer. A level rivaling both last year and 15 years ago. The reason for the drop: clients expect more. Much more. In their minds, they are spending more money with outside counsel—mostly on complex matters. The complex matters…

Michael RynowecerJuly 25, 2018

The Mad Clientist

7 Questions to Ask Every Client Before August 15

Let’s play word association.I say: “July or August”You say: “Vacations, people out, summertime” Top legal officers say: “Next year’s budgets, end of year results, and adjust for the 2nd half of the year” Large clients are thinking about next year’s budget right now. Many have submitted their first drafts to management.…

Michael RynowecerJuly 18, 2018

The Mad Clientist

There’s a Bull Market for Law Firm CMOs

The market is ripe for law firms to up their marketing game.Smaller firms, bigger firms, and global giants are all bringing on new marketing leaders. In the last 6 (or so) months alone, we’ve seen many notable changes in leadership:Baker McKenzie adds long-time pro Wendy Bernero to head client developmentHogan…

Michael RynowecerJuly 11, 2018

The Mad Clientist

New, Classic, Light, and Heavy Summer Reading—All with Lasting Lessons

Summer reading can be a light or a serious read. I recommend a selection from each for summer reading—a light and short and maybe something longer when you are done. My selections include:Leonardo da Vinci by Walter IsaacsonLearn all about creativity and a great mind. See how a genius thinks…

Michael RynowecerJuly 3, 2018

The Mad Clientist

Rainmakers Kicking Big Time Butt: Increase Their Books 4X Others

A typical rainmaker added just over $1 million to their existing book of business since 2015. This increase is way ahead of any industry growth or other market-based phenomena. And it is 4.5 times bigger than the average partner's increased bookings.UnrelentingThis performance comes from one thing—unrelenting focus on clients. They…

Michael RynowecerJune 27, 2018

The Mad Clientist

Where Law Firms Think They’re Great, and Where They Ain’t

The B players outperform the A players.They are hungrier, want to make change and are ready to fight city hall (aka management), if need be. These law firm marketing leaders are focused on blocking and tackling issues such as: client service, client feedback, basic business development skills, client teams, and…

Michael RynowecerJune 20, 2018

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

93% of Clients Recommend a Law Firm—It’s Probably Not You

7 Questions to Ask Every Client Before August 15

There’s a Bull Market for Law Firm CMOs

New, Classic, Light, and Heavy Summer Reading—All with Lasting Lessons

Rainmakers Kicking Big Time Butt: Increase Their Books 4X Others

Where Law Firms Think They’re Great, and Where They Ain’t