Monthly Archives: June 2012

Don’t ask clients what they think – they might tell you!

Posted on 29 June 2012 by tonyreiss

Apparently clients are still saying that few firms are checking with them about their level of satisfaction with the service that the law firm is providing. What a shame! It’s such an easy way of providing evidence that, as Matter … Continue reading →

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How to Re-negotiate Fees Without Upsetting the Client

Posted on 26 June 2012 by tonyreiss

It can be a real jolt to a client if fees charged differ from fees expected. Imagine how the contact in the client organisation looks to their boss when they have to say, “Sorry. I got it wrong. We’re going … Continue reading →

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How About Using the Suzuki Method for Training Lawyers in Leadership Skills?

Posted on 23 June 2012 by tonyreiss

Many of us will have heard of the Suzuki Method in the context of training young violinists. It revolutionised teaching techniques in music. The interesting question is whether there is anything relevant in this approach for training lawyers to be … Continue reading →

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Keep Coaching SIMPLE – Focus on the Solution not the Problem

Posted on 7 June 2012 by tonyreiss

I had the great pleasure of working with Mark McKergow at a workshop. He taught me so much about the coaching and consulting techniques he uses. They’re written up well in his and Paul Jackson’s book, The Solutions Focus (see … Continue reading →

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What Partners Really Mean When They Say ‘Yes’ to Your Idea

Posted on 6 June 2012 by tonyreiss

When I was a younger man – rather more innocent and naive than I am now – I can remember the delight at getting a unanimous ‘yes’ from the board members of my firm to a big culture-changing project. I … Continue reading →

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17 Ways to Improve Fee Negotiations

Posted on 4 June 2012 by tonyreiss

A cross between  bingo and voodoo was how a university professor recently described the approach of most service providers to fee negotiation! This got me thinking about professional firms. With clients looking for more cost certainty and alternative billing structures … Continue reading →

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