Author Archives: tonyreiss

Finding the Perfect Firm for a Merger

So you’ve decided you want to find a merger partner. The trouble is there are a lot of prejudices out there and a good deal of misinformation. So you need to adopt a rigorous approach to data-gathering on the potential … Continue reading

Posted in Business Development and Selling | Tagged , | Leave a comment

Handling the Media – What to do When a Journalist Contacts You

Maybe you are working on a case where there is a lot of public interest. Most people panic, feeling nervous about how best to handle the call to avoid the wrong thing being said in the media. But it can … Continue reading

Posted in Business Development and Selling | Tagged , , | Leave a comment

Is Client Service Going Out the Window During Lockdowns?

It’s not easy delivering outstanding service at the best of times. But now, with so little fact-to-face time? There are just so many pitfalls. Let’s analyse the situation to show where these potential traps are. First, there’s knowing what the … Continue reading

Posted in Business Development and Selling | Tagged , , , , , | Leave a comment

Post COVID 19 – Your Firm Probably Needs a New Strategy

I can always tell if a firm hasn’t got a working strategy. All I have to do is ask a partner what the strategy is. What I typically then hear is a list of activities – and that isn’t a … Continue reading

Posted in Business Development and Selling, Leadership and Management, Strategy | Tagged , , , , | Leave a comment

Is Your Firm Measuring the Right Things?

You’ll most likely have heard the saying “What gets measured gets done!” If you set people targets, and reward them when they meet these targets, they’ll often do all they can to achieve them. This is great in principle, but … Continue reading

Posted in Leadership and Management, Strategy | Tagged , | Leave a comment

Is Asking Clients for Feedback a Sign of Weakness?

Sadly, many professionals think it is! Perhaps they believe that clients will think you lack confidence, or awareness. But I think this view is sorely mistaken. Imagine this situation: you have halfway through your first piece of work with an … Continue reading

Posted in Business Development and Selling | Tagged , , , | Leave a comment

Improving Margins in a Downturn for Professional Service Firms

COVID-19 is bound to be affecting workflows and margins.  Here’s a programme of activities to address this. Some are strategic and fundamental and others are tactical and operational. These are the questions that need to be answered together with the … Continue reading

Posted in Business Development and Selling, Fee Negotiating, Leadership and Management, Managing Change, Strategy | Tagged , , , , | Leave a comment

How to Price Your Legal Services

In the old days we weighed the files to gauge the price. Then accountants were hired by law firms – timesheets were introduced and the majority of lawyers charged on the basis of time spent. This easily leads to over-charging … Continue reading

Posted in Fee Negotiating | Tagged , , , , , | 1 Comment

Matter Management Matters – Improving Quality and Efficiency

I’ve delivered dozens of workshops on this topic and always get the same reaction to the question ‘Who is responsible for what aspects of a matter?’ There are blank faces, because there is typically no clear answer. The implications of … Continue reading

Posted in Business Development and Selling | Leave a comment

Research Findings on What Motivates (and Demotivates) Lawyers

Lockdown is clearly leading to motivation at work issues. I’ve asked more than a thousand lawyers over the last ten years what motivates them at work. To what extent is it a high salary? Or is it status, congeniality, security, … Continue reading

Posted in Leadership and Management | Tagged , , , , , , , , | Leave a comment