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Author Archives: tonyreiss
Penalty-taking in Soccer – Another Example of Practice Makes Perfect
World Cup football (soccer to my readers in the USA) is underway and the dreaded though compulsive penalty shoot outs are here again. Should you blast it or stroke it? New research gives the answer. Liverpool John Moores University has … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged mental focus, penalty-taking, practise, psychologists
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What to do with Plateaued Partners – Become Elders?
In my coaching work over the last 10 years, I’m coming across more and more partners who seem somewhat burned out! For some it might be a case of them having worked on the same kind of deals repeatedly – … Continue reading
Posted in Leadership and Management
Tagged career paths, elders, plateaued partners, role of partners
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Which is More Important for Successful Selling – Credibility or Rapport?
The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospective client to … Continue reading
Posted in Business Development and Selling
Tagged credibility, rapport, Selling, trust, trusted adviser
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Six Steps to Positive Habits
There are stages to our learning that have been recognised by others. We start off being unconsciously incompetent. As a young child, for example, we don’t know we can’t ride a bike. Then we get on a bike and become … Continue reading
Advice from a Mentor at Procter & Gamble
More than 25 years ago, I received this advice in my first year in brand management at P&G: Think strategy, strategy, strategy. Ensure your product and sales messages communicate an important and distinctive end-user benefit. That’s the key to … Continue reading
Posted in Business Development and Selling
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How Henry Ford Would Run a Law Firm
Is your firm considering a new strategy given the regulatory and competitive changes in the legal market? If you are, Ford’s wise words are worth reading. He was a relentless technological innovator, based on his commitment to creating “the best … Continue reading
Posted in Leadership and Management, Managing Change, Strategy
Tagged Henry Ford, innovation, keep learning, teamworking
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Getting Others to Follow You and be Committed
So there you are, a leader in your firm trying to get others to follow you. How’s that going? Ask yourself whereabouts on this scale your team members typically are: Resisting? Apathetic? Grudging compliance? Willing compliance? Enrolled? Committed? My suggestion … Continue reading
Posted in Leadership and Management
Tagged commitment, compliance, engagement, enrollment, followship, influencing, motivation
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Does your firm lack leadership?
‘If the eyes of your team members aren’t shining brightly, how are you being?’ An interesting quote from Benjamin Zander, conductor of the Boston Philharmonic Orchestra. I’ve just been reminded of this quote while working with the banking sector in … Continue reading
From Surviving to Thriving as a Practice Group Head
Let’s face it, the role of practice group head is a really important one. They are the skipper of the ship. Yet firms seem to put so little effort into developing the talent to carry out this role well. I’m not … Continue reading
Tony Reiss 
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