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Author Archives: tonyreiss
Effective Leaders Use Four Different Energies
What are the key differences between a good boss and a bad one? You might be surprised to hear that one of the answers relates to their energy. Here’s why. Let’s start by considering what the attitudes and behaviours are … Continue reading
Posted in Leadership and Management
Tagged emotional, energy, intellectual, Leadership, physical, shining eyes, spirit, Zander
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The Leadership Challenge for Professional Firms – Survey
Given the market changes taking place (globalisation, deregulation,increasing client power etc), firms need effective leadership. This leadership is particularly needed in my view at the top and at practice group level. But what exactly is needed and what are the … Continue reading
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Do Leaders Have to be Heroes?
The traditional view of leadership is that leaders are a kind of hero – the commander on a horse saying ‘follow me!’ Heroes are experts. They speak with confidence and authority. Heroes are clear about what is right and what … Continue reading
Why Clients Cannot Receive GOOD, FAST and CHEAP Service
There is an old saying: Here’s why this makes sense. For a start we need to define our terms. ‘GOOD’ doesn’t mean ‘not bad’! It means rigorous. It means putting your best brains on the job and providing all … Continue reading
Cross-Selling – The Art of Internal Pitching
My thesis on cross selling is quite simple – it doesn’t work in most firms because: the culture and metrics/rewards work against it happening partners don’t realise they should see cross-selling as, in essence, internal pitching. Getting the Culture Right … Continue reading
Coca Cola’s Employee Brand Proposition – a lesson for all?
Coke is a successful business for several reasons. One of them is because they focus on the clarity of communicating their brand and aligning their people to ensure they deliver. I think that other businesses, particularly professional service firms, could … Continue reading
The Importance of Prioritising – Demonstrated by Rocks, Pebbles, Sand and Beer!
When is a glass half full, half empty or really full? A philosophy professor attempts to explain all – but a bright student gets the last word! It’s worth reading to the end! A philosophy professor stood before his class and had … Continue reading
The Pig Personality Diagnostic
There are various techniques for assessing personality types and I can recommend introducing them to your team. It can help people appreciate their own style as well as the importance of some of the skills in their colleagues and thereby … Continue reading
To Build Rapport, Try Pacing
Here‘s a typical conversation between a trainer and a participant on a training course: Trainer: Who has had some experience of giving presentations? Participant: Presentations are only given by senior managers in this company T: Can you tell me about … Continue reading
Tony Reiss 
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