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Author Archives: tonyreiss
Why Professional Firms Should Use Scenario Planning – Radical Changes are Needed!
If you’re happy making incremental changes to your strategies or business models, you won’t need to read this. But if you sense there are potentially big changes afoot, this blog article might be an important read. Conventional ways of putting … Continue reading
How General Carl von Clausewitz Would Run a Law Firm
Many of the early great thinkers about management and leadership took their ideas from the military world. The words ‘strategy’ and ‘tactics’ originated in the armed forces. So it’s interesting to re-examine what relevance military thinking might have on running … Continue reading
Posted in Leadership and Management, Strategy
Tagged clausewitz, fog of war, military, strategy, Sun Tzu, tactics
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Provocative Coaching Using Humour – A Story about Frank Farrelly by Sue Knight
This is a story told by Sue Knight about Frank Farrelly who died earlier this year…. “OK SusiQ” Frank pulled my chair closer and tapped me on the arm. “What’s the issue?” I had prepared for this moment. I was … Continue reading
Posted in Coaching and Training
Tagged Frank Farrelly, humour in coaching, provocative coaching, Sue Knight
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Dead or Only Sleeping? Coroner Outwits Attorney
I’m told that the following was printed in the San Jose Mercury News on 10 May, 1997. You may have come across it before, but it’s so funny, it’s worth revisiting. It reads: “From the Alameda County District Attorney’s … Continue reading
Fee Negotiating – a Four Step ‘Win-Win’ Process
Many clients have asked me for a process for fee negotiating and I can recommend this four step approach: Step 1 – Client says what they want. But instead of simply getting on and doing it, as many professional service … Continue reading
Posted in Fee Negotiating
Tagged contracting, fee negotiating, making requests, pricing
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Why the chicken crossed the road – A management consultant writes up the project:
“Project background Deregulation of the chicken’s side of the road was threatening its dominant market position. The chicken was faced with significant challenges to create and develop the competencies required for the newly competitive market. What we did ACME Consulting … Continue reading
Career Progression for Lawyers – Transitions and Reinventions
For many associates there isn’t a great feeling of career advancement. One senior L&D director describes it as more like a process of walking across a barren desert with tumbleweed blowing across a poorly defined track and occasional signs that … Continue reading
A Fable on Seeing the Possibilities and Having a Positive Attitude
There was once a fool who was thin and poor. He had no luck and wanted to travel to find the wise man to ask why he had no luck. On the way he met a skinny wolf. The wolf … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged luck, possibilities
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A Fable on How the World Sees HR….and Change Management
Once upon a time there was a Red rowing team. This Red team agreed to hold an annual rowing race with a Green team. Each team would contain 8 men. Both teams worked really hard to get in the best … Continue reading
Posted in Coaching and Training, Leadership and Management, Managing Change, Strategy
Tagged fable, HR, incentives, management consulting, rowing
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Beware Those Communication Icebergs
Different cultures adopt different communication strategies. The British are famous for their coded language – saying one thing, but meaning another. ‘That’s a good idea’ can in fact mean that they think it’s a terrible idea! Personally I find the … Continue reading
Tony Reiss 
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