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Author Archives: tonyreiss
“We Will Let You Know” – the Dreaded Words After a Pitch
We’ve probably all heard these words after a client presentation: “Thank you very much. That was very interesting. We’ll give your presentation due consideration and let you know.” We typically go away and wait….and wait. Each day thinking we haven’t … Continue reading
An Advertising Agency Legend Teaches Lawyers How to Write
I know lawyers are great writers. They have such a clear grasp of the subtle meaning of different words and can craft unambiguous sentences so their contracts can be interpreted correctly. But copywriters are also brilliant communicators. Is there anything … Continue reading
Posted in Business Development and Selling
Tagged advertising, clear communication, David Ogilvy, O&M, writing
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Coaching Lawyers Using the Inner Game Technique
I’ve spent much of the last 10 years coaching partners and senior associates to become more effective in their business development roles. In this work I’ve become increasingly aware that the self critical outlook of lawyers is part of the … Continue reading
The Value of Challenging Coaching and Deep Practice for Learning
If you’re interested in the art of developing good attitudes, skills and behaviour in your firm, you’ll be interested in a book called The Talent Code by Daniel Coyle. The book suggests that what got your people to get their … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged coaching, learning, mentoring, mistakes, practice, talent
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How Firms Can Ensure Getting Value from Coaching
Given the private and confidential nature of the relationship between the coach and person being coached, there can obviously be some issues for the budget-holder as to how to ensure you get value for money from the investment in coaching. … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged adding value, coaching
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How to price professional services
Here’s a review of the main ways that firms can charge for their services. Ideally the basis for charging should provide a win-win for firm and client. So how do the main forms of charging typically get viewed from these … Continue reading
Marketing Litigation Practices – the Funeral Service of the Legal Profession?
I feel sorry for litigators! It’s hard for you to know where the next dispute is going to come from. On top of that, nobody wants to talk to you! Clients don’t like to think about conflicts so tend … Continue reading
Posted in Business Development and Selling, Networking
Tagged added value, cross selling, disputes, litigation, marketing
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Matter Profitability – Plugging that Leaking Sieve
The maxim says “Failing to plan is planning to fail!” Yet how many of us consciously plan our matters? Clients ask us how much a matter will cost. And in effect we guess! The big danger in that approach is … Continue reading
Tony Reiss 
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