-
-
Recent Posts
Categories
Menu
Author Archives: tonyreiss
10 Ways to Build Better Client Relationships
Clients still criticise the service they receive from many law firms. Tony Reiss of Sherwood suggests some tips for developing stronger client relationships. 1. Have what the Americans call ‘an elevator pitch’ – be able to say succinctly what you … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Business Development
Leave a comment
E-book available: The BD Handbook for Lawyers – Prospects to Advocates
I have signed a publishing contract on Prospects to Advocates and can no longer offer any more free copies. Thanks to all those who read it and provided me with support and comments. The e-book contains many of the models … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Business Development, Law Firms, Lawyers, Partners, Professions, PSF's, Selling
Leave a comment
How BD Functions in Professional Firms Can Add More Value
By Tony Reiss, Founding Principal, Sherwood PSF Consulting BD functions are under scrutiny more than ever. Most of the markets for legal services have declined during the recession (notably corporate, real estate, finance etc) and buyers are flexing their muscles, … Continue reading
Using Stories to Help You Sell
by Tony Reiss Stories are also particularly effective when we’re asked those tricky questions that clients like to throw at us when we’re pitching for business. Faced with “what would you do if…” and “how would you handle…” questions, there’s … Continue reading
Posted in Business Development and Selling, Networking
Tagged Law Firms, Professions, PSF's, Selling
Leave a comment
Case Study on Leadership – What Should Jill do Differently?
Case Study on Leadership Jill left Jack’s office feeling elated and yet strangely nervous. She’d just been told by Jack, the Managing Partner, that the Board would like her to run a new group in the firm. It would have … Continue reading
Posted in Leadership and Management
Tagged Case Study, Law Firms, Leadership, Partners, Partnership, PSF's
Leave a comment
Fee Negotiating for Lawyers
Some readers may have seen a recent article in the Law Society Gazette. If not, check out http://www.lawgazette.co.uk/in-business/how-law-firms-can-improve-their-approach-negotiating-fees-1 I’ve been asked for a process for fee negotiating and can recommend this 4 step process: Step 1 – Client says what … Continue reading
Posted in Business Development and Selling, Fee Negotiating
Tagged Fees, Law Firms, Negotiating, Partners, Professions, PSF's
Leave a comment
Workshop: Implementing Knowledge Cafes, December 2011
I can recommend these Knowledge Cafes. This Workshop is run by David Gurteen of Gurteen Knowledge. David is a pioneer in the use of Knowledge Cafes and other conversational tools in business and has been facilitating Knowledge Cafes and teaching … Continue reading
Reiss Masterclass on Managing Successful Change in Law Firms
Being run in London on 1 November, 2011. Specific key topics include: The key success factors – learning from projects that work and projects that don’t; What lawyers can learn from consultants that specialise in change management The 5 stages … Continue reading
Posted in Managing Change, Strategy
Tagged internal consulting, Law Firms, Managing Change, Partnership, PSF's, resistance
1 Comment
Tony Reiss 