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Author Archives: tonyreiss
Should Law Firms Eliminate Annual Appraisals?
Let’s face it, associates hate receiving appraisals and partners hate giving them. They’re probably doing more harm than good in many cases. A lot of talented people are being left confused at best and demotivated at worst. It is important to … Continue reading
Are Firms Paying Enough Attention to the Economic and Social Megatrends?
The world is changing and fast. That much we all know. But are we aware of just how quickly and in what radical ways? Clients obviously need to know this stuff. But advisors to clients need to know it too. … Continue reading
Why Lawyers Underestimate Fees – Try This Test
The truth is that most of us are over confident about our ability to predict things. Allow me to show you… For each of the questions below, provide a numerical range that you are 90% sure contains the correct answer. … Continue reading
How to Motivate Your Team Members?
We tend to think that our work colleagues are similar to us – that what motivates and demotivates us, is the same for our colleagues. If we do think that, I’m afraid we are seriously misguided! I’ve asked hundreds of … Continue reading
Posted in Leadership and Management
Tagged achievement, advancement, autonomy, congeniality, high pay, motivation, responsibility, security, status
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Inspiring and Motivating Others Using the Abraham Lincoln Touch
The Gettysburg address is worth studying. President Abraham Lincoln delivered it just a month after his inauguration. There are gems of psychological persuasion hidden throughout the speech, as described by Tim David in the Harvard Business Review. According to Tim, … Continue reading
20 Killer Selling Questions
My overall contention is that lawyers don’t ask enough questions before they attempt to sell their services. Here are some good ones. Some relate to a particular matter. Others are more suitable for being appointed on to a panel. Of … Continue reading
Posted in Business Development and Selling
Tagged panels, probing questions, summaries, tell me more
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Profile-raising – What Works and What Doesn’t
Are you measuring the effectiveness of your marketing activity? Most firms aren’t, despite spending large amounts of money on marketing. Part of the problem is that firms are not always clear what their marketing objectives are. For example, are they … Continue reading
Effectiveness of Different Marketing Activities
Below is a list of marketing techniques and my own personal views as to what typically tends to be effective (ie provide value for money) and what isn’t. Look out for those activities with a low score (because that’s good) … Continue reading
Advice from Partners About Career Progression for Associates
I’ve asked partners in many different firms about how associates can maximise the chances of doing well in their careers. Here’s a sample of typical responses. Excellent associates take ownership – they don’t pass the buck What you know becomes … Continue reading
Tony Reiss 
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