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Author Archives: tonyreiss
Business Development Training – Getting More Bangs for Your Buck!
Law firms are using a number of different ways of improving the business development skills in their practice groups, particularly during this downturn. But are some training formats better than others? Sherwood PSF Consulting ran Breakfast Workshops with speakers from … Continue reading
Posted in Business Development and Selling, Coaching and Training
Tagged BD, Business Development, coaching, L&D, training, value for money
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How to Create the Optimum Coaching Climate -an ideal process to start a coaching discussion
When athletes are getting ready to run their race and achieve the best they can, we see them prepare. They know the importance of being ‘in the zone’. They prepare physically, warming up, loosening their muscles, stretching. They prepare mentally, … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged accounting, coaching, law
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Procter & Gamble’s Seven Selling Steps – a ‘traditional’ approach to selling
As part of my marketing and brand management training at P&G I had to go out and sell. The training was fantastic and I was motivated to do at least as well as the sales team, even though I was … Continue reading
How Top Firms Look After Their Clients….and develop more work
The advertisement from a global law firm in The Economist magazine grabbed my attention. Under a colour photograph of an archetypal psychologist’s couch, the headline read “TELL ME ABOUT THE RELATIONSHIP WITH YOUR LAWYER”. The copy continued…..”It turns out, there … Continue reading
Prospects to Advocates – A Suite of Six Group Coaching Workshops to Develop BD Skills
Most lawyers find their role as sales people uncomfortable. They typically didn’t enter the profession to become a sales person. Yet the increasingly competitive market, coupled with the ongoing economic situation, requires lawyers to be more active and competent at … Continue reading
A Parable Showing that Effective Selling is Like Magic…..
Effective Selling is Like…..Magic A sales consultant with a hobby in magic tricks was working away from home for a client. He was pretty good and had performed professionally a few times in restaurants and at parties. Though it was … Continue reading
Partners in Law Firms – Some Tips on How to Feel More Comfortable in a Selling Role
Partners are right to feel uncomfortable as conventional sales people. Compared to typical selling contexts (retail, consumer, big one-off purchases such as insurance etc) there should be a different mindset in professional service firms, particularly for those wanting to develop long-term … Continue reading
How to Stimulate More Cross Selling Activity in Your Firm…..
Every firm I know wishes they could encourage more cross-selling — keeping business inside the firm that might otherwise go elsewhere. I started a thread on LinkedIn to get views from others and here’s a simple idea that will get … Continue reading
Posted in Business Development and Selling, Strategy
Tagged BD, Business Development, cross selling, Lawyers
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The BD Handbook for Lawyers – Prospects to Advocates is available on Amazon
Thanks to all of you for comments on the draft….the material is based on the training material I’ve been using over the years with partners and senior associates in law firms over the last 10 years. I know it works! … Continue reading
Tony Reiss 
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