Author Archives: tonyreiss

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

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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

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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

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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

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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

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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

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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

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Marketing and Compelling StoryTelling

All of us construct narratives about ourselves – where we come from, what we do, where we are going. The kinds of stories we tell make a big difference to how confident we are marketing ourselves and our products or … Continue reading

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The World Needs Better Facilitation for Online Group Meetings

The Zoom or Team calls don’t have to be so unengaging, rambling and ineffective. You just need a good facilitator. And what specifically would such a person bring? Here are some benefits. Someone to take a little time out to … Continue reading

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Pricing and Fee Negotiating – Training Product Using VC

I’m a great fan of using technology to drive efficiencies and improve performance and have pioneered the use of video conferencing –  not just to provide information – but to change mindsets and develop skills. My latest product is a … Continue reading

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