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Author Archives: tonyreiss
Bad Meetings. Bad Decisions.
Hope you don’t get involved in a meeting as bad as this one… It’s October 1940 when Benito Mussolini met with his generals to discuss the arrangements for invading Greece. He asked what might seem like an important question: Are … Continue reading
Posted in Leadership and Management
Tagged asking right questions, Bad decisions, bad meetings, Greece, Italy, Mussolini
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Solutions-Based Coaching using OSKAR
Originating from the Solutions Focused Approach, the OSKAR coaching model is a powerful framework to help your coaching sessions focus on solutions rather than problems. Here is a brief description of the different stages which I have adapted from the … Continue reading
Posted in Coaching and Training
Tagged Jackson, McKergow, OSKAR, scaling, solutions not problems, solutions-focused coaching
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There are Three Distinct Types of Firm
There are three predominant reasons for partners to go into business together, according to Professor Stephen Mayson (see stephenmayson.com). None is inherently better than the others and each should have their appropriate supporting cultures which affect investment and approach to … Continue reading
Posted in Leadership and Management, Strategy
Tagged 1+1=1, 1+1=2, 2+2=5, 3 C's. Combining, Combining, Complementing
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How to Measure Your Sales Pipeline
Firms tend to measure sales predominantly. This is understandable. Sales are important and the figures tend to be indisputable. But might this measure discourage sufficient activity in developing the sales pipeline? One firm I worked with found that it took, … Continue reading
Posted in Business Development and Selling
Tagged 10-point scale, BD, Business Development, cross selling, pipeline, pitch
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Why Isn’t L&D Happening in Law Firms?
I’ve recently attended an excellent workshop at Reed Smith on the O-shaped lawyer. In case you’re interested, this basically means a more rounded T-shaped lawyer. The T-shaped lawyer was one that had more than just technical excellence – they had … Continue reading
Letter to the Senior Partner: Diversity Matters
From: Staff Member To: Senior Partner Subject: Diversity Isn’t Happening! We’ve been talking a good game on diversity and inclusion issues for some time now but, quite frankly, it seems to have fizzled out. Sorry to be so blunt about … Continue reading
Posted in Leadership and Management, Managing Change
Tagged D&I, diversity, inclusion, The Economist
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How Lawyers & Their Firms Can Be More Innovative – Live Broadcast with Tony Reiss
A live webinar lasting 1.5 hours and starting at 2.30 on 12 November 2019. Why do Law Firms Need to be More Innovative? The world is changing fast, particularly with the development of AI and algorithms. Some commentators talk about … Continue reading
Posted in Leadership and Management, Strategy
Tagged IE Law School, innovation, live webinar, MBL, Nottingham Law School
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Tactics for Generating More Internal Referrals
Too many professionals sit in their office expecting others in the firm to bring them work or introductions to clients. They probably won’t! Why? Because: they don’t really know what you do and they don’t fully trust that you will … Continue reading
Tony Reiss 
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