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.

Smart Questions To Get Clients To Open Up

Developing business doesn't happen by asking questions with yes or no answers. Truly understanding your clients' needs—and how your firm can help—comes from asking situational questions which drive robust answers. In this week's video, The Mad Clientist walks you through creating scenarios to get your clients talking.

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/nvIoc7aj4DQ

We’ll be releasing videos here on The Mad Clientist blog every Tuesday. Subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

The Driving Force Behind the Most Successful Industry Programs

Behind the most successful industry programs stands an opportunity for your firm to provide deep insight into your clients' greatest concerns and needs.

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/6ZUGTpSeQ2I

We’ll be releasing videos here on The Mad Clientist blog every Tuesday. 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.

How The BTI Client Service 30 Outperforms Everyone Else

This week The Mad Clientist shares 6 key things The BTI Client Service 30 do to outperform their competition and deliver the very best client service to their clients—and potential clients.

You can view the video below, or on YouTube directly here: https://youtu.be/JPw-5twKjSM

We’ll be releasing videos here on The Mad Clientist blog every Tuesday. 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 2: Setting Client Expectations

Setting client expectations is all about eliminating surprises for your client. BTI Principal Jennifer Dezso shares 11 prompts for attorneys to use to help set client expectations, AND describe the value they provide, showcase their experience, and keep everyone moving toward meeting the same objectives.

You can view the video by clicking the image below, or on YouTube directly here: https://youtu.be/vCXmeUWi2z0

View Part 1 Here

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.

Inward vs. Outward Innovation: What Your Clients Want from Your Firm

Inwardly motivated innovation and outwardly motivated innovation can lead to very different outcomes for your firm. The Mad Clientist shows how client-recognized innovation improves your firm's bottom line.

You can view the video below, or on YouTube directly here: https://youtu.be/RfBwPIS6QPs

We’ll be releasing videos here on The Mad Clientist blog every Tuesday. Subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

The Value Equation Cheat Sheet: Delivering Superior Value

Delivering superior value to your clients isn't only about doing more than what's expected of you. With this Value Equation Cheat Sheet, Jennifer Dezso shows you how to talk about value with clients so their decision to hire you isn’t solely based on price.

You can view the video below, or on YouTube directly here: https://youtu.be/D_Ccko9C2wA

We’ll be releasing videos here on The Mad Clientist blog every Tuesday. Subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

Building Activity-Based Client Service Metrics

Aligning partner objectives with client service metrics changes the effectiveness of client service standards for the better. The Mad Clientist shares 3 of the activity-based metrics top-performing firms use to help you get started.

You can view the video below, or on YouTube directly here: https://youtu.be/OR2fW4roNMw

We’ll be releasing videos here on The Mad Clientist blog every Tuesday. 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.

Is Poor Matter Management Putting Your Client Relationships at Risk?

Clients want project management from their legal providers and it's clear they are not receiving it. When clients mention issues with poor project management they are focused on 4 core areas: staffing, timelines, budgeting & billing, and changes in scope. See how setting and managing client expectations in these areas can be a true differentiator for law firms. 

You can view the video below, or on YouTube directly here: https://youtu.be/eDOOamFLulQ

We’ll be releasing videos here on The Mad Clientist blog every Tuesday. Subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.

Changing Your Law Firm's Culture to Drive Growth

The Mad Clientist shares how embedding a client-focused mindset in your firm can change the culture, and drive business development. 

You can view the video below, or on YouTube directly here: https://youtu.be/p0-OxMMxdnw

We’ll be releasing videos here on The Mad Clientist blog every Tuesday. Subscribe today (in the box at the upper right of your screen) and be sure you don't miss a single one.