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Author Archives: tonyreiss
Beware Making Assumptions About Others
Or, why you never want to share a table with a stranger, by Douglas Adams I had the great pleasure of meeting Douglas back in the 1980’s in his flat in Islington, London. He tells the story like this… “I … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged cookie story, douglas adams
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The Times They Are A Changing and Firms Need Better Strategies to Cope
Markets are being disrupted by new technology and this is creating a new VUCA world – Volatile, Uncertain, Complex and Ambiguous. Some commentators believe we are just at the start of the fourth industrial revolution. So, firms need strategies to … Continue reading
Derogation and Duplication in Delegation – What Clients Need to Know!
Many firms still haven’t cracked the challenges of delegating work properly. Here is a summary of the issues: Frankly most of us know that it often feels easier to do the work ourselves than to have to explain it to … Continue reading
Business Development in Professional Firms is Still Lacking – Part 2: The Remedies
Part 1 of this article outlines the case that senior income generators in professional service firms are still not fully committed to carrying out effective BD. And that this lack of commitment isn’t their fault. I point out that there’s … Continue reading
Business Development in Professional Firms is Still Lacking – Part 1: The Problem
Let’s admit it – senior income generators in professional service firms are still not fully committed to carrying out effective BD. But is it their fault? I don’t think so. Senior management, heads of BD functions and heads of practice … Continue reading
How to Build Greater Rapport with Clients
It is believed that there are 5 levels of communication between clients and their advisors (see below). To move to deeper levels of communication you need the skills of building rapport. The more rapport you have the easier it is … Continue reading
Posted in Business Development and Selling
Tagged J Powell, levels of communication, rapport, trusted advisor
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The Knowing-Doing Gap in Law Firms!
What do I mean by the Knowing-Doing gap? Here are a couple of examples: Most partners know they should be giving regular feedback to associates – praising good efforts and correcting errors. Yet associates tell us repeatedly that they don’t … Continue reading
How Associates Can Cope Better with Stress
Partners will admit that the level of lawyers below them has, in many ways, got the tougher role. After all, Associates are not yet the masters of their own destiny. Studies done (see Barry Oshry’s work at http://www.goodreads.com/book/show/3243038-in-the-middle) suggest that … Continue reading
Posted in Leadership and Management
Tagged associates, empowerment, mid-levels, oshry, tactful asserting
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Dealing with the Four Leadership Contradictions Facing Mid-Levels
On the leadership programmes I run for various firms, advice is given by representatives of each firm which often appears to be contradictory. I’m keen to shed light on a potential way forward for mid-levels who may be confused. Typical … Continue reading
Tony Reiss 
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