-
-
Recent Posts
Categories
Menu
Author Archives: tonyreiss
For Successful Selling, Which is More Important – Credibility or Rapport?
The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospect to be … Continue reading
Posted in Business Development and Selling, Coaching and Training, Networking
Tagged BD, credibility, rapport, Selling
Leave a comment
Beware Networking with Foxes and Donkeys Around
It’s taken me a while to realise this (one of my blind spots, no doubt) but my networking strategies have been naïve on occasions. As I’ve got older and (supposedly wiser) I now know that my fundamental belief that ‘networking … Continue reading
Posted in Business Development and Selling, Networking
Tagged attitude of giving, networking
1 Comment
Key Account Management for Law Firms – some do’s and don’ts
Many firms are realising that they should invest more effort into building relationships with important and profitable clients. Most firms will have a high proportion of business with only 20 – 30 clients. These clients obviously need a lot of … Continue reading
Strategy & Implementation – do staff members know where they’re going?
This amazing incident, related by the Hungarian Nobel Laureate Albert Szent-Gyorti and preserved in a poem by Holub (1977), happened during military manoeuvres in Switzerland. The young lieutenant of a small Hungarian detachment in the Alps sent a reconnaissance unit … Continue reading
Posted in Leadership and Management, Strategy
Tagged direction, implementation, Leadership, map, strategy
Leave a comment
Managing Generation Y – What Works and What Doesn’t!
Managing the new generation of talent clearly isn’t easy in law firms. Are law firms getting it right with this new Gen Y and their different values? Our work in Sherwood PSF Consulting shows vast differences between firms in performance … Continue reading
Innovation Through Networking – What Law Firms Could Learn from P&G
It’s got to be true that if what you offer is pretty much the same as your rivals, the way to differentiate your firm’s offering is in how you deliver your service. Eversheds is one of the firms leading the … Continue reading
Posted in Business Development and Selling, Leadership and Management, Managing Change, Networking, Strategy
Tagged Eversheds, innovation, networking, P&G, Procters, R&D
Leave a comment
What Law Firms Could Learn About Strategy from Procter & Gamble
AG Lafley, the recently-retired CEO of Procter & Gamble, and his consulting mentor Roger Martin have just published Playing to Win: How Strategy Really Works (HBR Press). There are important lessons for law firms. We should listen to Lafley. He … Continue reading
Posted in Leadership and Management, Managing Change, Strategy
Tagged focus, implementation, P&G Procter & Gamble, strategy
Leave a comment
Strategy for Law Firms – Nine Tips for Management
Let’s face it, putting an effective strategy into place isn’t easy! Just mentioning the word ‘strategy’ can bring grown partners out into cold sweats! When we ask, most firms tell us that they’ve got a strategy. But we sense that … Continue reading
Posted in Leadership and Management, Managing Change, Strategy
Tagged commitment, implementation, Law Firms, management, strategy, vision
Leave a comment
The Cobbetts Aftermath – Why Law Firms Need Better Strategies
The downfall of Cobbetts is sending a shock wave through the legal market. Are firms tackling the economic downfall with appropriate strategies? I can always tell if a firm hasn’t got a working strategy. All I have to do is ask a partner what … Continue reading
Tony Reiss 
You must be logged in to post a comment.