HIGHLIGHTS   DATA TO SUPPORT YOUR MBD CASE    BENCHMARK YOUR INITIATIVES    IMPLEMENTING MBD

Table of Contents

Introduction
Pacesetting Law Firms: Setting the Standard for Success

7 Tiers of Law Firm Performance
BTI’s Law Firm Landscape

  • Analysis of Law Firm Performance by Growth and Relationship Size
  • Pacesetters: Higher Growth, Higher Returns
  • Knowing Your Position Is Important; Knowing How to Improve It Is Critical

10 Strategies Pacesetting Firms Use to Beat the Competition
BTI’s Maximum Marketing and Business Development Mix

  1. Select and Pursue Specific Target Clients and Prospects
  2. Dedicated Client Teams with Budgets
  3. Systematic, Objective Client Feedback
  4. Client Service Standards
  5. Optimal MBD Budget per Attorney
  6. Optimal Managing Partner Time Spent on Client Development
  7. Formal, Written MBD Strategy
  8. Track Client Retention
  9. MBD Goals Included in Firm’s Strategic Plan
  10. Individual Accountable for Firm’s Client Service Performance

Getting Started
Where Is Your Firm in BTI’s Law Firm Landscape?

Research Methodology and Approach

About BTI

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Fueling Growth and Profits with Clientelligence®
Key Services to Help Our Clients
BTI Research and Publications
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