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Author Archives: tonyreiss
Masterclass: Fee negotiation and pricing for law firms – 12 March, London
The brochure from ARK, the Masterclass sponsors, says about this Masterclass: “A recent study has found that the UK loses £17 billion per year through bad negotiation. With an increasingly competitive legal market and clients looking for more cost certainty … Continue reading
Making 2013 a more Fulfilling Year for Lawyers!
What will 2013 bring for most lawyers? Well, it has to be true that if you approach the year in the same way as you did 2012 you’re highly likely to get similar results. If you didn’t find 2012 a … Continue reading
Consultative Selling Using MBTI Psychological Profiling
There are four recognised stages to selling where there may be important aspects of the buyer’s psychological profile to consider, as follows: Initiating the relationship Investigating client needs Proposing a course of action Obtaining agreement and contracting My overall premise … Continue reading
Are some of your lawyers a bit bored? Might this cause some under-performance issues?
If they are bored, let’s start by exploring what might be causing the boredom? One of the subjects that one of my partners Sally Woodward and I are really interested in is motivation – in particular, what motivates and demotivates … Continue reading
Posted in Coaching and Training, Leadership and Management, Managing Change, Strategy
Tagged career path, challenges, Lawyers, Leadership, motivation, Partners
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If Tesco ran a Law Firm…..
When you get right down to it, law firms buy hours from their staff and then go out and try to sell them. Just like Tesco buy and sell apples. It’s a crude analogy but it’s essentially a similar activity. … Continue reading
Why Lawyers Don’t Give Constructive Feedback
I am not sure why senior lawyers aren’t giving their junior lawyers more useful feedback. After all, we know: how important it is for lawyers to get everything right and manage risk how important it is to work efficiently, particularly … Continue reading
Coaching Support for Salaried Partners to Become Equity Partners
We recognise the challenges that partners face making transitions in their roles. Partners you have promoted have hopefully successfully transitioned from being senior associates and are now taking greater responsibility, particularly on matters and with clients. Lateral hires have hopefully … Continue reading
Posted in Coaching and Training, Managing Change, Strategy
Tagged book-of-business, coaching, juggling, Law firm, partner, support
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Take the Time Recording Challenge
You can’t bill what you don’t record! Most firms recognise that the largest source of leakage of chargeable time is the time that should have been recorded but wasn’t. Take this test to see what you would record. The answers … Continue reading
Managing Your Workload and Minimising Stress
How’s your work-life balance? Are you saying ‘yes – I’ll take on that extra job’ too easily. With the economic downturn still affecting professional firms, the pressure is on for management to get partners, associates and staff to work harder. … Continue reading
Posted in Coaching and Training, Leadership and Management, Managing Change
Tagged assertion, stress, tact, work-life balance, workload
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Lawyers – Don’t Focus on Selling – Help Buyers Buy!
I think it’s a shame that most law firms feel uncomfortable using the word ‘selling’. But I can understand their reasons. After all, there’s lots of empirical evidence that suggests that it’s more effective to focus on helping the buyer … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking, Strategy
Tagged BD, Business Development, buyer, buyer-centric, Lawyer, needs
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Tony Reiss 
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