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Author Archives: tonyreiss
Einstein on How to Learn
In 1915, aged thirty-six, Einstein was living in wartorn Berlin, while his estranged wife Mileva and their two sons, Hans Albert Einstein and Eduard “Tete” Einstein, lived in comparatively safe Vienna. On November 4 of that year, having just completed … Continue reading
Do Women Need to Take More Risks to Enhance Their Career Prospects?
There’s scientific evidence that women are from Venus and men are from Mars. Women have different approaches to risk and assessing probabilities. They are less aggressive, more long-term in their thinking. These points and several others were made at a … Continue reading
How to Cross Sell – Forget E-mail and Get Personal!
Consider this typical scenario. Tom is a tax partner. He’s got a really good insight that is probably relevant to many of his firm’s clients. How should he go about telling his fellow partners and winning instructions? The obvious answer … Continue reading
Posted in Business Development and Selling, Networking
Tagged benefits, cross selling, forget email, Get personal
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Effective Networkers are Shameless!
Being a good networker pays off – but it requires skill as well as shamelessness according to the Schumpeter column in The Economist . Many people protest that they would rather devote their time to real work than to schmoozing. … Continue reading
Keeping in Touch With Clients Between Deals – Ten Reasons for Picking Up the Phone
Many firms are trying to change the nature of their relationships with clients – to be more relationship-orientated and less transaction focused. But lawyers and other professionals find it difficult to pick up the phone to clients between deals. What … Continue reading
Is Your Firm Competent at Using Competency Frameworks?
The SRA (Solicitors Regulation Authority) in England & Wales has recently made sweeping changes to ensure solicitors are competent at what they do. How well has your firm adapted to the new system? One of the great contributions from HR … Continue reading
Delegate – Don’t Deledump!
Delegating ought to be straightforward. After all it’s just about being clear what you want someone to do and by when. Right? It turns out that most junior lawyers say they don’t always experience good delegation. Too many files are … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged deledump, delegate, delegate don't deledump
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Five is the Key Number for Business Development
For Noah the key number was two, as in ‘two by two’. For professionals needing any guidelines for their investment in business development activity, the key number to remember is five. Here are a handful of reasons why. The number … Continue reading
Posted in Business Development and Selling, Networking
Tagged benefits, contacts to clients, insights, preparation, prioritising, research
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Time Management for Practice Group Heads
It’s tough being a leader of a practice group. Many heads (PGH’s) say they struggle with balancing their fee earning responsibilities with all the workload that goes with leading a practice group. This doesn’t surprise me – many PGH’s have had … Continue reading
The Leadership Challenge in Law Firms – Survey Results
No-one would deny that the role of practice group leader in a law firm is a challenging one. After all, there are all those cats to herd! I know that many firms struggle to find suitable volunteers to take on … Continue reading
Tony Reiss 
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