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Author Archives: tonyreiss
Are Some of Your Partners Losing Their Mojo?
As a coach I meet lots of partners who are admitting to me that they are, frankly, a bit bored! They probably don’t use those words. They might not even recognise the fact themselves. But after some probing questions from … Continue reading
Posted in Leadership and Management
Tagged career plans, demotivated, Mojo, new challenges, Partners, Partnership, stimulating
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Research Findings on What Motivates (and Demotivates) Lawyers
I’ve asked more than a thousand lawyers over the last ten years what motivates them at work. I’ve asked lawyers across Europe, Asia and the Americas. I’ve asked lawyers in big firms and small firms. The results are somewhat consistent … Continue reading
Giving Feedback Using Radical Candor (or Candour for the Brits!)
Kim Scott tells a great story about getting feedback from Sheryl Sandberg whilst working at Facebook. It goes roughly like this… After a presentation, Sheryl said: ‘You know you say ‘um’ a lot.’ Kim, who thought she was a pretty … Continue reading
All Advisers Should Have a Personal Marketing Plan
And it’s easy to write one…here’s how! Firstly, why is a personal plan important? There are several reasons, but a key one is that it makes your career less open to random chance and makes you more focused on doing … Continue reading
Pricing for Profit for Professional Firms
Margins for professional firms are under pressure. It’s a tougher, more commercial world and clients are becoming more demanding when negotiating on fees. Here’s the 3-step process we used in my consulting firm to improve margins: Establishing and building the … Continue reading
Posted in Business Development and Selling
Tagged building the value, must haves, negotiation, nice to have, win-win
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Partner Interview Questions to Sort the Wheat from the Chaff
Here is a list of penetrating questions to assess whether an existing senior associate should be made a partner. On Transition What does being a partner at this firm mean to you? Why? What do you see as your principal … Continue reading
The Two Workshop Process for Developing a Strategy
Mention that you are devising a new strategy and your staff will probably be full of dread. And cynicism! After all, the last one may not have amounted to much! Here’s my Two Workshop Process to devise a practice group … Continue reading
Posted in Leadership and Management, Managing Change, Strategy
Tagged buy-in, commitment, cynicism, strategy workshops
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How to Walk in Your Client’s Shoes
We all know we should try to put ourselves in our client’s shoes. But it can be hard to do that when there’s so much going on in our own shoes. So here are some thoughts about what clients might … Continue reading
Tony Reiss 
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