The Mad Clientist - The BTI Consulting Group

Client Research: Super-Charged Business Development

Client research is more than a quick perusal of a client's website, and The Mad Clientist is here to run through the ways you can super charge your business development by taking your client research in the right direction. You can view the video below, or on YouTube directly here: https://youtu.be/jBvOtMSjQek We’ll…

Michael RynowecerMarch 13, 2017

The Mad Clientist

The Business Development Window is About to Open—For a Very Short Time

It’s prime cross-selling season.Every 12 to 18 months your clients face new and vexing problems. These issues change like clockwork. Some will appear, disappear, and reappear over time—but the issues will always have a new and more complex twist. The time is upon us.There are few better cross-selling opportunities than…

Michael RynowecerMarch 8, 2017

The Mad Clientist

Getting the Lucrative Work Before it Goes to RFP

Bet-the-Company and complex matters are permeating the marketplace, and clients aren't inclined to go out to RFP. The Mad Clientist walks you through exactly how firms get access to this work.You can view the video below, or on YouTube directly here: https://youtu.be/m7QXDZQueG4 You can also find more details on the client…

Michael RynowecerMarch 6, 2017

The Mad Clientist

The First $100 Million Client

$70 to $80 million clients are no longer the study of cryptozoologists. These relationships are real, tangible, verified, and highly prized. And, the $100 million client is within sight*. To be clear, these gargantuan relationships are rare—with somewhere around 30 clients globally spending $70 million or more with a single…

Michael RynowecerMarch 1, 2017

The Mad Clientist

What Attorneys Think and What Clients Hear: A Client Communication How To

Communication: one of the biggest gripes clients have with law firms. In this month's Client Relationship Lab we'll take an in-depth look at how to communicate effectively so clients aren't left to their own imagination about what their attorneys are doing for them.These 3 building blocks of successful client communication…

Michael RynowecerFebruary 27, 2017

The Mad Clientist

GCs Say Dealing with Law Firms Tiring, Cumbersome

Your client’s time is way more valuable than money. Your clients will tolerate your higher rates and budgets much longer than you wasting their time. While clients don’t like to do it, they can rejigger budgets and apply more price pressure to future work to try to manage their overall…

Michael RynowecerFebruary 22, 2017

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Client Research: Super-Charged Business Development

The Business Development Window is About to Open—For a Very Short Time

Getting the Lucrative Work Before it Goes to RFP

The First $100 Million Client

What Attorneys Think and What Clients Hear: A Client Communication How To

GCs Say Dealing with Law Firms Tiring, Cumbersome