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Author Archives: tonyreiss
Practice Group Leaders Need Your Feedback
It’s hard being a leader of a practice group. Usually they have no more actual power or authority than the other partners – often they are not even the most senior partners. Then they often get what they see as … Continue reading
Improving Profitability Using a Simple Diagnostic Tool
With the economic downturn, most practice groups are finding it harder to maintain margins, let alone increase them. Firms seem to be a bit stuck, not knowing what to do to tackle the problem. Part of the reason this can … Continue reading
Getting the Best Out of External Trainers
There are many good reasons for using an external training firm: a search for objectivity, fresh ideas or a different style, the need for skills and experience you don’t have, or simply, the need for an extra pair of hands. … Continue reading
Posted in Coaching and Training
Tagged external trainers, feedback, success measures, training, training workshops
2 Comments
Stop Chasing Clients – Get Them to Come to You
Are you fed up calling and trying to get appointments to win new clients? Is all that rejection affecting your self-esteem? How about a world where prospective clients beat a path to your door? Wouldn’t that be great? But how … Continue reading
Posted in Business Development and Selling, Networking
Tagged credibility, insights, making appointments, rapport, thought leadership
1 Comment
Got that Summer Over and Back-to-Work Feeling? Same old, same old?
If you’re not finding your work a positive experience, full of personal growth, read on….. An important aspect of our approach to work is what we might call our attitude. You can describe this as how we choose to see … Continue reading
Why it Takes Three Years to Win Serious Work from New Clients
Most professionals enjoy doing the work but don’t like the act of getting it. When they’re busy on chargeable work, they tend to do very little business development. And they have the perfect excuse – trying to ensure the current … Continue reading
Posted in Business Development and Selling
1 Comment
Why Leadership Training Typically Fails
Let’s face it, you can’t really teach leadership in a classroom. Yet loads of partners go off to business schools such as Harvard, INSEAD, LBS where they review case studies and learn about techniques such as Porter’s 5 Forces and … Continue reading
Selling Strategies for Mid-Size Firms
Are the global elite firms unstoppable? What should mid-size firms do to compete, other than merge to get bigger or get taken over? I believe there are several attractive value propositions for mid-size firms, but they need to be sold … Continue reading
Powerful Selling Questions – Here’s a Hierarchy
Eric Vogt, a strategy and leadership consultant, has considered how to phrase powerful questions and has spotted some fascinating patterns. Those of us needing to be better at selling could learn a lot from his analysis. The Linguistic Architecture of … Continue reading
Value Propositions by Numbers
Many people find it hard to articulate exactly what they’re offering to clients and to do this in a persuasive way. In essence we all need to get better at explaining why others should buy our product or service. Originally … Continue reading
Posted in Business Development and Selling, Networking
Tagged benefits, competitors, evidence, HR, Selling, value, value propositions
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