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Monthly Archives: December 2012
Consultative Selling Using MBTI Psychological Profiling
There are four recognised stages to selling where there may be important aspects of the buyer’s psychological profile to consider, as follows: Initiating the relationship Investigating client needs Proposing a course of action Obtaining agreement and contracting My overall premise … Continue reading
Are some of your lawyers a bit bored? Might this cause some under-performance issues?
If they are bored, let’s start by exploring what might be causing the boredom? One of the subjects that one of my partners Sally Woodward and I are really interested in is motivation – in particular, what motivates and demotivates … Continue reading
Posted in Coaching and Training, Leadership and Management, Managing Change, Strategy
Tagged career path, challenges, Lawyers, Leadership, motivation, Partners
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If Tesco ran a Law Firm…..
When you get right down to it, law firms buy hours from their staff and then go out and try to sell them. Just like Tesco buy and sell apples. It’s a crude analogy but it’s essentially a similar activity. … Continue reading
Tony Reiss 