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Author Archives: tonyreiss
Could Law Firms Learn from a Football Club?
Sounds like a bizarre question. But the answer is yes and firms could learn lots from the Civil Service and GB’s track cycling squad and so many other sectors. Here’s why… No sector has a monopoly on good ideas. As … Continue reading
Posted in Leadership and Management, Managing Change, Strategy
Tagged ideas from other sectors, innovaton
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Measuring Sales Relationships but not by Value
Many organisations measure their sales efforts in too binary a way – they either have work from other organisations or they don’t. I think this is a mistake. It encourages a particularly pushy style of selling, to get their contacts … Continue reading
Power in Law Firms and How to Get it
It was Lord Acton who said “Power tends to corrupt and absolute power corrupts absolutely”. But I start with the premise that some power can be a good thing when working in a law firm. Leadership and power are closely … Continue reading
Training Strategies in Transit
The new SRA rules on CPD come into force on 1 November 2016. So it’s time to review your strategy for delivering training, if you haven’t already done so! Our work with more than 60 firms in the last few … Continue reading
Aristotle on the Art of Influencing
What did we ever learn from those Ancient Greeks? Well, quite a lot actually. Just take Aristotle for a start. He was interested in rhetoric and believed there were three aspects to the art of influencing. In his language these … Continue reading
Posted in Business Development and Selling, Leadership and Management
Tagged aristotle, ethos, logos, pathos, rapport, storytelling, trust
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Are You Biased at Work?
Sorry to be so blunt, but it turns out that you are biased! And that we all are! We tend to recruit people like us and are generally more likely to see the good in people like us. Extroverts tend … Continue reading
Posted in Leadership and Management
Tagged affinity bias, benevolent bias, bias, confirmation bias, kahneman, unconscious bias
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Merging Firms with Different Cultures
Mergers are still in the air – law firms, accounting firms, banks, even stock exchanges! Yet we all know that most mergers fail to deliver added value. One of the main reasons attributed to these failures is that the merging … Continue reading
Posted in Leadership and Management, Managing Change
Tagged allow & adapt, facilitation, integration, mergers, preserve & protect
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How to Negotiate with Liars and Cheats
According to social scientists we all tell one or two lies, on average, every day. Negotiators are no exception. They may even be more deceptive as they attempt to get the upper hand. So it clearly makes sense for negotiators … Continue reading
How Well Do You Know Your Clients? The Magic 10 Questions.
Client satisfaction surveys confirm that clients want their professional advisors to understand their business. But how well do you know your clients? Most firms allow partners and associates to work across a wide range of industries. This makes it very … Continue reading
Posted in Business Development and Selling
Tagged CRM, know your client, persistence, SWOT, thick skin
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Are These the Reasons Women are Leaving Law Firms?
Sherwood Consulting has carried out an online survey with woman lawyers to find out why so many talented women are leaving the profession. We received 59 responses and here are the key findings: Only 30% are getting sufficient developmental feedback, … Continue reading
Tony Reiss 
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