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Author Archives: tonyreiss
Cross Selling Doesn’t Work – the culture and rewards in most firms work against it!
My thesis on cross selling is quite simple – it doesn’t work in most firms because the culture and metrics/rewards work against it happening. One of the most fundamental influences on the culture of a law firm is the basis … Continue reading
Should senior support staff in professional service firms see their role as that of an internal consultant?
I’ve run 3 different BD functions in professional service firms and tended to see the role as an internal consultancy. But this was probably because I’d spent 6 years as a management consultant in Deloitte working with timesheets and FTSE … Continue reading
25 Ways to Make Your BD Efforts More Effective – including 5 specific initiatives that I know work
Having run three different in-house BD functions and having had responsibility for delivering value, I offer these ideas for improving marketing effectiveness. Some of them are high level and others are rather more specific. Some are about getting the thinking … Continue reading
To help you find persuasive client benefits when you’re pitching – consider the 5 types of benefit
To help lawyers find the language of benefits, it might be helpful to look at the type of benefits that exist. I believe there are five categories and two different recipients of the messages on benefits, as follows: The first … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Business Development, Lawyers, Selling
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Why should anybody buy your services? The benefits please!
I’m guessing that most of you reading this will have heard about the differences between features and benefits: Features – Writing about you and your firm and its capabilities, typically with no references to the client ( eg We have these … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Lawyers, Selling
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Developing a Compelling Sales Pitch – start with a rigorous process to ascertain the client needs
I’ve probably read hundreds of pitch documents from dozens of law firms and the biggest problem with most of them is that they don’t contain a compelling reason why the prospect should buy the firm’s services. The first thing I … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Lawyers, pitching, Selling
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Latest Developments in Client Relationship Management in the Professions – based on a research study
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
How to Establish Credibility, Build Rapport and Become a Trusted Advisor
I’ve asked hundreds of consultants, accountants and lawyers over the years how they establish their credibility, build rapport and trusted relationships with clients and colleagues. My thesis is that these skills are the foundations of building a sustainable practice. Four … Continue reading
Posted in Business Development and Selling, Networking
Tagged credibility, rapport, trust
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Business Development for Professionals is a bit like….Courting!
BD is about spending time in building long term, high quality, trusting relationships – so what can we learn about it from our experiences of courtship or dating? Tony Reiss from Sherwood reminisces…. The truth is that romancing your clients … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Business Development
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Tony Reiss 
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