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Author Archives: tonyreiss
Improving Practice Group Profitability – The Five Big Questions
Do all the practice groups in your firm make an adequate margin? If not, what is being done to address the deficiencies? I’ve been involved in several projects which have looked at how to improve profitability. Here’s my proposed approach, … Continue reading
Posted in Fee Negotiating, Managing Change, Strategy
Tagged delegating, fee negotiating, profitability, scoping, selling the value, strategy, supervising
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How to Get Appointed as a Partner
Lots of senior associates are going through a stressful time at the moment – putting together material to support the business case for their appointment as partners and preparing for interviews with partner selection panels. I’ve coached several associates in … Continue reading
Getting Best Value from Business Support Functions
Many firms have slashed their support functions (ie Finance, BD, HR, IT etc) in the downturn. I can understand why firms have done this in the short term, but I’m not at all sure that’s the right thing to do … Continue reading
Posted in Leadership and Management, Strategy
Tagged back office, best value, business services, efficiency, outsourcing
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Do Partners Really Buy-in to Change at Your Firm?
Most organisations are not good at implementing projects that require people to work differently (eg new appraisal processes, mentoring programmes, key account programmes, new IT add-on systems etc). Programmes get initiated, but often fizzle out before any great added value … Continue reading
How to Assess the Talent of a Trainer
Lots of people underestimate how difficult it is to be a really good trainer. Reviewing the ‘tick sheets’ after a programme doesn’t really tell you how good the trainer was. It tends to tell you more about how much the … Continue reading
Posted in Coaching and Training
Tagged ground rules, learning zone, simulations, training, transferring the learning
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How to be More Emotionally Resilient
Work life seems to be getting more challenging. You may find yourself in the middle of a merger and get a new boss you find difficult. For all kinds of reasons, we can end up feeling we have more bad … Continue reading
Business Development Training in Law Firms Isn’t Working!
This stark headline is based on an online survey with 29 partners and 17 BD directors in different firms. Rather disturbingly, 50% of the partners said they either received no training in business development or said the training wasn’t effective. … Continue reading
It Can be Stressful at the Top – Here’s to a Happier 2014!
New Year – a time for reflection. What will 2014 bring for senior executives? Well, it has to true that if you approach the year in the same way as you did 2013 you’re highly likely to get similar results. … Continue reading
BD Survey Reveals Partners are from Jupiter and BD Directors from Saturn
An online survey reveals that partners in law firms and BD directors have very different views of the world of business development. It’s as if they’re from different planets. Here are three stark examples: How much time should be spent … Continue reading
Posted in Business Development and Selling
Tagged BD, BD investment, BD support, Business Development
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Not Investing Enough Time in Business Development – Survey Reveals
Benchmarking Study on BD Practices in Law Firms – Main Findings Here are some initial and somewhat disturbing findings from a survey amongst 30 partners in law firms. Firstly partners admit that they are not spending as much time as … Continue reading
Tony Reiss 
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