Monthly Archives: April 2013

“We Will Let You Know” – the Dreaded Words After a Pitch

Posted on 26 April 2013 by tonyreiss

We’ve probably all heard these words after a client presentation: “Thank you very much. That was very interesting. We’ll give your presentation due consideration and let you know.” We typically go away and wait….and wait. Each day thinking we haven’t … Continue reading →

Posted in Business Development and Selling, Fee Negotiating | Tagged , , , , | 1 Comment

An Advertising Agency Legend Teaches Lawyers How to Write

Posted on 21 April 2013 by tonyreiss

I know lawyers are great writers. They have such a clear grasp of the subtle meaning of different words and can craft unambiguous sentences so their contracts can be interpreted correctly. But copywriters are also brilliant communicators. Is there anything … Continue reading →

Posted in Business Development and Selling | Tagged , , , , | 1 Comment

Coaching Lawyers Using the Inner Game Technique

Posted on 11 April 2013 by tonyreiss

I’ve spent much of the last 10 years coaching partners and senior associates to become more effective in their business development roles. In this work I’ve become increasingly aware that the self critical outlook of lawyers is part of the … Continue reading →

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Elevator Pitching – The WOW, HOW, NOW Approach

Posted on 10 April 2013 by tonyreiss

One of the hardest exercises I run on training courses is the Elevator Pitch. We role play them meeting me at a coffee break at a conference or something similar. People typically: talk too much, use too much jargon, stand … Continue reading →

Posted in Business Development and Selling, Networking | Tagged , , , | 5 Comments

The Value of Challenging Coaching and Deep Practice for Learning

Posted on 2 April 2013 by tonyreiss

If you’re interested in the art of developing good attitudes, skills and behaviour in your firm, you’ll be interested in a book called The Talent Code by Daniel Coyle. The book suggests that what got your people to get their … Continue reading →

Posted in Coaching and Training, Leadership and Management | Tagged , , , , , | 1 Comment