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Author Archives: tonyreiss
How to Start Being More Impressive and Effective
We are who we are! Can’t change! Take us or leave us! Right? Well, possibly. But what would it look like if we could change? Would we be more effective and enjoy our work more? This article will be particularly … Continue reading
Posted in Leadership and Management, Networking
Tagged behaviour, effective, feelings, impressive, Leadership, patterns, personal development, systems thinking
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Coaching Survey Confirms that Telephone Coaching Works
He Came. He Coached. He Conquered – as Julius Caesar nearly said. But what if the coach didn’t come? What if the coach phoned you up instead? Or Skyped? Or emailed? I started a discussion thread on this topic on … Continue reading
Really Impressive Presentations to Win the Pitch
The work is rarely won just from doing a great presentation. There is often a firm favourite before the presentation starts as a result of how well they have impressed up to now, in terms of their initial response and … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Law Firms, persuasive, pitching, presentations
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Building Rapport on the Phone
Do you have important discussions on the phone and find some of them difficult? How good would it be if you could always have two-way communications, where both of you really communicated and understood each other? If I’m coaching on … Continue reading
Mind the Knowing-Doing Gap – Through Practice
What do I mean by the Knowing-Doing gap? Here are a couple of examples: Most partners know they should be giving regular feedback to associates – praising good efforts and correcting errors. Yet associates tell us repeatedly that they don’t … Continue reading
Posted in Leadership and Management
Tagged feedback, Leadership, Partners, practice group heads, practise, training
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Don’t ask clients what they think – they might tell you!
Apparently clients are still saying that few firms are checking with them about their level of satisfaction with the service that the law firm is providing. What a shame! It’s such an easy way of providing evidence that, as Matter … Continue reading
How to Re-negotiate Fees Without Upsetting the Client
It can be a real jolt to a client if fees charged differ from fees expected. Imagine how the contact in the client organisation looks to their boss when they have to say, “Sorry. I got it wrong. We’re going … Continue reading
How About Using the Suzuki Method for Training Lawyers in Leadership Skills?
Many of us will have heard of the Suzuki Method in the context of training young violinists. It revolutionised teaching techniques in music. The interesting question is whether there is anything relevant in this approach for training lawyers to be … Continue reading
Keep Coaching SIMPLE – Focus on the Solution not the Problem
I had the great pleasure of working with Mark McKergow at a workshop. He taught me so much about the coaching and consulting techniques he uses. They’re written up well in his and Paul Jackson’s book, The Solutions Focus (see … Continue reading
What Partners Really Mean When They Say ‘Yes’ to Your Idea
When I was a younger man – rather more innocent and naive than I am now – I can remember the delight at getting a unanimous ‘yes’ from the board members of my firm to a big culture-changing project. I … Continue reading
Tony Reiss 
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