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Author Archives: tonyreiss
How to Price Your Legal Services
In the old days we weighed the files to gauge the price. Then accountants were hired by law firms – timesheets were introduced and the majority of lawyers charged on the basis of time spent. This easily leads to over-charging … Continue reading
Posted in Fee Negotiating
Tagged accountants, discounting, management information, premium pricing, product differentiation, timesheets
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Matter Management Matters – Improving Quality and Efficiency
I’ve delivered dozens of workshops on this topic and always get the same reaction to the question ‘Who is responsible for what aspects of a matter?’ There are blank faces, because there is typically no clear answer. The implications of … Continue reading
Research Findings on What Motivates (and Demotivates) Lawyers
I’ve asked more than a thousand lawyers over the last ten years what motivates them at work. To what extent is it a high salary? Or is it status, congeniality, security, achievement, recognition, autonomy, responsibility? The results are somewhat consistent … Continue reading
Posted in Leadership and Management
Tagged achievement, autonomy, congeniality, high pay, mastery, recognition, responsibility, security, status
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The World Needs Better Facilitation for Online Group Meetings
The Zoom or Team calls don’t have to be so unengaging, rambling and ineffective. You just need a good facilitator. And what specifically would such a person bring? Here are some benefits. Someone to take a little time out to … Continue reading
Posted in Leadership and Management
Tagged efficient processes, engagement, facilitator, thinking rounds
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Pricing and Fee Negotiating – Training Product Using VC
I’m a great fan of using technology to drive efficiencies and improve performance and have pioneered the use of video conferencing – not just to provide information – but to change mindsets and develop skills. My latest product is a … Continue reading
Checklist for Coaches – First Meeting with Client
That first coaching meeting is so important. So many things to cover and it can be really important to have a proper, well-founded set up. Here’s my checklist: What are their expectations Previous experience of coaching What are you expecting, … Continue reading
Economists are Wrong! Clients Buy Based on Emotions
The conventional belief of economists (and all other scientific, logical disciplines such as finance and the law) is that people are logical. What nonsense! Homo sapiens is a highly complex creature that is difficult to comprehend. But we buy based … Continue reading
How to Meet Your Contact’s Boss
You might have a really good relationship with a senior person, for example the HR Director, General Counsel, CFO, etc but feel the need to build a relationship with the CEO or Chair to help win a big strategic project. … Continue reading
Why Professionals Just Focus on Earning Fees…
…And don’t do all the other good things they should. What sort of things am I talking about? It’s the non-billable stuff, such as business development, managing key accounts, generating knowhow and sharing it with colleagues, introducing clients to colleagues … Continue reading
Tony Reiss 
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