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Author Archives: tonyreiss
Why Partners Continue to Underdelegate
The benefits of delegating are clear. Some of the main ones are that there is: Learning, career progression and enhanced motivation for the juniors Potentially lower costs to clients (or higher margins for firms) Freeing up of partner time to … Continue reading
It’s Different Selling to Women
I’ve long had a sense that, to sell to a woman, it helped if I had a female colleague in the selling team. But I’d never analysed why. Deloitte has! The firm carried out some important research in B2B selling, … Continue reading
Are Your Partners Business Savvy Enough?
Most firms recognise that they are too focused on transactions and not focused enough on long-term relationships. This blog article explores the issue using the Service-Value matrix. The comfortable place for many firms is to be in the middle of … Continue reading
Could Lawyers Run Meetings Better?
Otherwise entitled Meetings, Bl***y Meetings! Some meetings are relatively straightforward to manage, for example those between just you and your client. Many other meetings are much more difficult to run, for example where you have you, your client, the other … Continue reading
Posted in Business Development and Selling, Leadership and Management
Tagged 3 strands, chair, feelings, meetings, people, process, task
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A Diagnostic to Assess Where Your Firm Really is on Quality
I was really proud when my old firm, Cameron Markby Hewitt (now part of CMS Cameron McKenna), became the first City firm to be accredited as an Investor in People (IiP). The standard helped us improve so many practices, particularly … Continue reading
Managing Matters for Profit
As clients are increasingly asking for fixed fees and driving these fees down, lawyers need to find more efficient ways of delivering legal services to ensure protecting their margins. How can you do this? I have recorded a webinar (available … Continue reading
Posted in Leadership and Management, Strategy
Tagged fee pressure, improved profitability, matter management, pricing, webinar
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Quality – Does Your Firm Always Deliver?
I was really proud when my old firm, Cameron Markby Hewitt, became the first City firm to be accredited as an Investor in People (IiP). The standard helped us improve so many practices, particularly business planning and investments in training. … Continue reading
Ten Big & Easy Tips to Win More Pitches
PITCH PERFECT is a new book designed to help professionals win more pitches. These tips come from the world of selling and have been adapted for professionals such as lawyers, accountants, surveyors etc. Don’t wait to be asked to pitch … Continue reading
Posted in Business Development and Selling
Tagged ask questions, evidence, features & benefits, pitching, rapport, Selling, valu-for-money
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PITCH PERFECT – a new book to help lawyers win more pitches
I’m delighted to announce the arrival of my new book, written for lawyers to help you win more pitches. I thought you might like to see an excerpt. I wrote the book because the smart firms are deciding not to … Continue reading
Posted in Business Development and Selling
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The Essence of Strategy is Choosing What NOT to Do
These wise words came from the great strategist Michael E Porter. Look at it this way: Can you spend even more hours in the office? Are you only operating at 70% brainpower, with some spare neurons you can call on? … Continue reading
Posted in Leadership and Management, Managing Change
Tagged buy-in, change, change management, energy, Michael E Porter, neurons, projects, start/stop
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Tony Reiss 
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