Corporate counsel see many attorneys in many firms. When clients think through the best, they identify 6 traits common to the BTI Client Service All-Stars. Download the full report at www.bticonsulting.com/allstars

1. Learn more about BTI’s newest report at:
www.bticonsulting.com/allstars
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319 All-Stars: 6 Common Traits
The 6 Traits of a BTI Client Service All-Star
56.4%
11.4%
16.6%
4.8% 9.0%
1.7%
55.4%
22.8%
9.6%
6.7%
3.2% 2.2%
0%
10%
20%
30%
40%
50%
60%
2016
2017
This year reveals corporate counsel
demands for Exceptional Understanding
of the Client’s Business doubled from the
previous year. This increase is due to the
dramatic increase in Bet-the-Company
work.
BTI Client Service All-Stars for 2017
understand their client’s business like no
other attorney. Every conversation, action,
and recommendation considers industry
dynamics, business objectives, current
events, and competitive pressures.
Corporate counsel see many attorneys in
many firms. When clients think through
the best, they identify 6 traits common to
the BTI Client Service All-Stars.
Outstanding
Results
Superior
Client
Focus
Exceptional
Understanding
of the Client's
Business
Legal
Skills
Delivering
Efficient,
Value-Added
Service
Innovative
Thought
Leader
People Love to Be Understood
C-level executives seek out and pay premium rates to counsel they trust. This
coveted trust goes to those who understand the full scope of an issue—and all
the implications your client needs to consider before making a decision. Law
firms unable to provide their advice in the context of the client’s business will
quickly find themselves a vendor instead of a long-standing business partner.
Clients aren’t the only ones who benefit from your depth of knowledge on their
business. Building a comprehensive understanding of the client’s business will
position you to:
Understand what your client really wants
Be the first to tackle the defining issues your client faces
Provide more pointed, targeted, and relevant advice than competitors
Proactively identify business, financial, and political issues
Anticipate and plan for business risks
Become privy to conversations which lead to new work only you can get