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Author Archives: tonyreiss
17 Ways to Improve Fee Negotiations
A cross between bingo and voodoo was how a university professor recently described the approach of most service providers to fee negotiation! This got me thinking about professional firms. With clients looking for more cost certainty and alternative billing structures … Continue reading
Posted in Business Development and Selling, Fee Negotiating
Tagged fee negotiation, Law firm, pricing
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Why Most Mergers Fail to Deliver on Their Promises
The title of this article seems a bit brutal. Surely most mergers work. After all why do so many firms do them if they fail so often? The cold statistics tell another story. These three studies were based on mergers … Continue reading
Posted in Leadership and Management, Managing Change, Strategy
Tagged adding value, Law Firms, merger integration, mergers, Professions
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Short of Work? Five Simple Steps to Stimulating Short-term Income
Most practitioners are finding it tougher keeping their utilisation figures high. It’s a terrible feeling when work levels drop of. You wonder when the next matter is going to crop up or what you’ve got to do to get work … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Law Firms, professional firms, PSF's, Selling
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To Those in Management Roles Running Law Firms – Some Support!
First of all let’s acknowledge the challenges and frustrations inherent in your role. You knew it wasn’t going to be easy – but this? There are good days and bad days but it’s a tough role. More than anybody else … Continue reading
Posted in Coaching and Training, Leadership and Management, Managing Change, Strategy
Tagged change, coaching, Law firm, Leadership, management
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Your Partners are Probably Great Lawyers. But are they Great Leaders?
When we talk to recently-appointed partners about their new role, we frequently hear something along the lines of “we are expected to be leaders now”. The word leadership gets used a lot these days. We use it all the time. … Continue reading
Posted in Leadership and Management, Managing Change
Tagged administration, Law Firms, Leadership, management, motivation, vision
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Findings from Coaching Survey with Law Firms on Behalf of The Institute of Coaching
These survey findings reflect the views and current practice of Human Resources (HR) and Learning & Development (L&D) professionals in nine law firms in the City of London – including two of the world’s largest (over £2bn of revenues between … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged coaching, HR, L&D, Law Firms, Partners, survey, training
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How Effective is Your Team? Is it like a well-run Arsenal or more like Rangers?
Law firms are made up of lots of teams. They spend hours in meetings. But how effective are they? There’s the board, perhaps with the role of looking at the strategy of the firm, looking for appropriate firms to merge … Continue reading
Posted in Leadership and Management, Managing Change, Strategy
Tagged Lawyers, Leadership, management, meetings, teams, teamwork
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Why Partners Don’t Do the Business Development You Want Them to Do
I’ve recently been approached by a big law firm asking me to deliver a speech to get the partners ‘out there doing more business development’. I told them that this approach was unlikely to work without understanding what the ‘blockers’ … Continue reading
How to Make Those Difficult Conversations Easier
Life in any firm can be hard. One of the things that makes life difficult is having difficult conversations. Here are some examples: There’s the colleague you’d like to talk to who either hardly ever turns up to group meetings, or … Continue reading
Tips For Great Teamwork – It’s not what you say, but the way that you say it!
We all know the great experience of being in a team where it all just clicks. You feel good. You see good things happening. You’re enjoying it! Alex “Sandy” Pentland did an experiment at MIT’s Human Dynamics Laboratory where people … Continue reading
Posted in Leadership and Management
Tagged accounting firm, body language, Law firm, nonverbal communication, teamwork
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Tony Reiss 
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