Anatomy of a Client Development Plan

20% of clients will drive 80% of your firm's financials. BTI Principal Jennifer Dezso shares how focusing on developing a comprehensive file on your star clients helps better manage your future business development efforts.

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/NfXmphZgyNA

With this series we’ll be taking an in-depth look at a wide range of client relationship best practices. We’ll be releasing Client Relationship Lab webisodes on our blog every month—subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

The Ideal Client Mix

Looking at your client relationships along the dimensions of Client Attractiveness and Money allows you to easily see which clients create better opportunities and have a stronger financial impact.

Jennifer Dezso, BTI Principal, walks you through the steps you can take to assess and create your ideal mix of clients.

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/cA9tknQ5WD4

With this series we’ll be taking an in-depth look at a wide range of client relationship best practices. We’ll be releasing Client Relationship Lab webisodes on our blog every month—subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

Aggressively Growing Your Highest Quality Clients

In this month's Client Relationship Lab, BTI Principal Jennifer Dezso shows you how to make sure you're aggressively growing and protecting your business with your highest quality clients. This client development plan is a tool to help you zero in on the clients who make the most sense for you to pursue, as well as a strategy for building your book of business with these clients.

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/uLLqweEHHPc

With this series we’ll be taking an in-depth look at a wide range of client relationship best practices. We’ll be releasing Client Relationship Lab webisodes on our blog every month—subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

3 Techniques to Build Stronger Client Relationships—Part 3: Working the Plan

Successfully involving your clients in the matter management process can mean a steady stream of clients who go out of their way to work with you again and again. BTI Principal Jennifer Dezso shares the template you need for keeping your plan on track. 

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/c3tQz9p2o2A

View Part 1 here: https://youtu.be/O7EUON74Va4

View Part 2 here: https://youtu.be/vCXmeUWi2z0

With this series we’ll be taking an in-depth look at a wide range of client relationship best practices. We’ll be releasing Client Relationship Lab webisodes on our blog every month—subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

What Clients Really Expect from Attorneys—Part 1: Understanding What Clients Want

Not meeting client objectives can leave clients feeling dissatisfied as much, if not more than, the results of the legal outcome. Understanding what your clients want from the very beginning of a matter can affect the success or failure of your client relationship.

Jennifer Dezso, BTI Principal, shares one of the most effective client and matter management tools with step-by-step tactics to help you meet all of your client’s objectives.

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/O7EUON74Va4

With this series we’ll be taking an in-depth look at a wide range of client relationship best practices. We’ll be releasing Client Relationship Lab webisodes on our blog every month—subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

Post Matter Follow-Up Plan—Phase 3: BTI's Client Relationship Lab

Transitional selling: the most effective growth strategy for building your client relationships. Far more effective than the usual business development strategies, it targets your high-growth, high-spending, high-potential clients. 

In this month's BTI Client Relationship Lab we share the final part of the 3-phase plan for continuing post-matter follow up with your client. 

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/wqD7h6H2Bg8

View Phase 1 here: https://youtu.be/GuaGo8pncNo
View Phase 2 here: https://youtu.be/L0xkFtJecks

With this series we’ll be taking an in-depth look at a wide range of client relationship best practices. We’ll be releasing Client Relationship Lab webisodes on our blog every month—subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

4 Steps to Building an Unmatched Client Experience: BTI's Client Relationship Lab

In Phase 2 of BTI's Post-Matter Follow-Up Plan, Jennifer Dezso, BTI Principal, shares the 4 steps to building an unmatched client experience to effectively close matters and win new work. 

By delivering a seamless experience targeted to what your client needs you channel superior service into high-impact growth.

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/L0xkFtJecks

Click to view the video for: Post-Matter Follow-Up Plan—Phase 1.

With this series we’ll be taking an in-depth look at a wide range of client relationship best practices. We’ll be releasing Client Relationship Lab webisodes on our blog every month—subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

Post-Matter Follow-Up Plan—Phase 1: BTI's Client Relationship Lab

Business development with your current clients isn't something that only happens when a new matter is on the horizon. Successful business development starts immediately after your current matter closes.

In this month's BTI Client Relationship Lab we share the first part of a 3-phase plan for continuing post-matter follow up with your client, including a detailed agenda to drive your conversation.

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/GuaGo8pncNo

With this series we’ll be taking an in-depth look at a wide range of client relationship best practices. We’ll be releasing Client Relationship Lab webisodes on our blog every month—subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

Informal vs. Formal Client Communication: BTI Client Relationship Lab

Formal communications MAINTAIN relationships. Informal communications GROW relationships. Not only are the best relationships we have with clients heavily weighted in informal communications, these informal discussions are gateways to new work.  

In this month's BTI Client Relationship Lab we share a case study of successful informal communication, as well as the number one reason clients switch law firms.

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/do4BYox-dPs

With this series we’ll be taking an in-depth look at a wide range of client relationship best practices. We’ll be releasing Client Relationship Lab webisodes on our blog every month—subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

6 Tactics for Talking Rates with Clients

The only question you can be sure every client is going to ask prior to hiring you is: How much will this cost? The more you prolong addressing costs the more it becomes the elephant in the room. And it leaves everyone wondering who’s going to force the issue first.

Take control of the conversation as quickly as possible in order to discuss your fees on your terms. In this month’s BTI Client Relationship Lab we’ll give you 6 tactics for proactively steering fee conversations to the points you want to make, instead of having to react to a series of rapid-fire questions about rate sheets.

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/Lc8gVCvpqX0

With this series we’ll be taking an in-depth look at a wide range of client relationship best practices. We’ll be releasing Client Relationship Lab webisodes on our blog every month—subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.