Monthly Archives: December 2011

Partners in Law Firms – Some Tips on How to Feel More Comfortable in a Selling Role

Posted on 27 December 2011 by tonyreiss

Partners are right to feel uncomfortable as conventional sales people. Compared to typical selling contexts (retail, consumer, big one-off purchases such as insurance etc) there should be a different mindset in professional service firms, particularly for those wanting to develop long-term … Continue reading →

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The Psychological Barriers to Cross Selling

Posted on 19 December 2011 by tonyreiss

Whatever approaches management choose to use to address the lack of cross selling, they need to bear in mind the deeper psychological factors. Let’s consider why cross selling isn’t happening to the extent that most firms would wish? Firstly, many partners don’t … Continue reading →

Posted in Business Development and Selling, Coaching and Training, Fee Negotiating, Managing Change, Networking | Tagged , , , , | 1 Comment

How to Stimulate More Cross Selling Activity in Your Firm…..

Posted on 16 December 2011 by tonyreiss

Every firm I know wishes they could encourage more cross-selling  — keeping business inside the firm that might otherwise go elsewhere. I started a thread on LinkedIn to get views from others and here’s a simple idea that will get … Continue reading →

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The BD Handbook for Lawyers – Prospects to Advocates is available on Amazon

Posted on 15 December 2011 by tonyreiss

Thanks to all of you for comments on the draft….the material is based on the training material I’ve been using over the years with partners and senior associates in law firms over the last 10 years. I know it works! … Continue reading →

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Why Tops, Middles and Bottoms Don’t Get on in Law Firms – articled published in Law Society Gazette

Posted on 9 December 2011 by tonyreiss

http://www.lawgazette.co.uk/in-business/the-tensions-between-tops-middles-bottoms-amp-customers-law-firms

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Cross Selling Doesn’t Work – the culture and rewards in most firms work against it!

Posted on 3 December 2011 by tonyreiss

My thesis on cross selling is quite simple – it doesn’t work in most firms because the culture and metrics/rewards work against it happening. One of the most fundamental influences on the culture of a law firm is the basis … Continue reading →

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