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Author Archives: tonyreiss
What Law Firms Could Learn from Singapore Airlines
I’ve just had my first experience of travelling Business Class on Singapore Airlines. In the back of my mind I had thoughts that they had a good reputation. Upon returning I checked this out and they claim to be … Continue reading
Why Western Style Training Doesn’t Work with Eastern Style Cultures
I’ve just come back from Asia having delivered three workshops in Kuala Lumpur, Sri Lanka for Indian, Pakistani and Bangladeshi participants and China. This was my eleventh trip to Asia, designing and delivering programmes for international firms. I’m beginning to … Continue reading
Posted in Leadership and Management
Tagged Asia, China, culture, India, international, Kuala Lumpur, Law Firms, Sri Lanka, Training styles, West meets East
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Managing Global and Remote Teams
It’s hard being a good manager when you and your team are working under the same roof. It’s a lot harder managing others and building effective relationships or teamwork when the team members are spread out over thousands of miles. … Continue reading
Posted in Leadership and Management
Tagged global, Leadership, managing, remote, teamwork, virtual
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Do you want to get better at pitching?
Tired of losing too many beauty parades? A one day open workshop is available to get state-of-the-art pitching skills. You’ll work in competing teams and do a pitch in a day. It’s great fun! You’ll learn how to get on the inside … Continue reading
Posted in Business Development and Selling
Tagged beauty parades, law, pitching, tricky questions
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Consultative Selling for the Professions – Seven Simple Steps
My article on Procter & Gamble’s seven selling steps has been popular. It covered the process that P&G found worked for their sales specialists while on a call (state the idea, explain how it works, reinforce key benefits etc). In … Continue reading
Posted in Business Development and Selling
Tagged accounting, after-sales, BD, closing, consultative selling, law, Law firm, P&G, planning, Professional services, Professions, PwC, research
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Leadership is Too Important to be Left to the Partners
Law firms have a wealth of untapped talent at the senior associate (SA) level. If partners could let go a bit more, so much more could get done and margins would be improved. For SA’s, I’m not talking about … Continue reading
Encouraging Engagement from all Attendees on Learning and Development Programmes
At many workshops intended for learning and development purposes, I’ve often felt there is a range of different types of attendees – particularly if people have been made to attend! There are the 4 P’s: The Prisoners – who are sat … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged coaching, engagement, L&D, learning, Workshops
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Decision-Making – Getting Them Right and Ethical
One of the biggest challenges leaders face is making decisions. Many decisions are based on instinct or gut feel (this just feels right). Some are based on precedent (that’s what we did before and I can’t be sure of the consequences … Continue reading
Masterclass on Developing Relationships with Overseas Firms and Clients through UKTI on 13 March.
Just a couple of places available. Details available through the link below….. http://www.ukti.gov.uk/export/unitedkingdom/london/event/217980.html
Tony Reiss 
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