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Category Archives: Business Development and Selling
If Tesco ran a Law Firm…..
When you get right down to it, law firms buy hours from their staff and then go out and try to sell them. Just like Tesco buy and sell apples. It’s a crude analogy but it’s essentially a similar activity. … Continue reading
Take the Time Recording Challenge
You can’t bill what you don’t record! Most firms recognise that the largest source of leakage of chargeable time is the time that should have been recorded but wasn’t. Take this test to see what you would record. The answers … Continue reading
Lawyers – Don’t Focus on Selling – Help Buyers Buy!
I think it’s a shame that most law firms feel uncomfortable using the word ‘selling’. But I can understand their reasons. After all, there’s lots of empirical evidence that suggests that it’s more effective to focus on helping the buyer … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking, Strategy
Tagged BD, Business Development, buyer, buyer-centric, Lawyer, needs
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What Lawyers Could Learn about Client Relationships …..from Psychologists
We tend to think that we’re rational and have a logical basis for making decisions. Behavioural psychologists show that we’re wrong if we think that. How can lawyers benefit from greater insights into the strange workings of clients’ brains? Kahneman, … Continue reading
The Art of Asking for Referrals – The Power of Word-of-Mouth Marketing
Asking for referrals is probably one of the most effective business development activities. It costs you nothing and yet can have a hugely positive effect on your income stream. It seem obvious to me that it’s so much more powerful … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged follow up, marketing, objections, referrals, word of mouth
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Coaching Survey Confirms that Telephone Coaching Works
He Came. He Coached. He Conquered – as Julius Caesar nearly said. But what if the coach didn’t come? What if the coach phoned you up instead? Or Skyped? Or emailed? I started a discussion thread on this topic on … Continue reading
Really Impressive Presentations to Win the Pitch
The work is rarely won just from doing a great presentation. There is often a firm favourite before the presentation starts as a result of how well they have impressed up to now, in terms of their initial response and … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Law Firms, persuasive, pitching, presentations
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Building Rapport on the Phone
Do you have important discussions on the phone and find some of them difficult? How good would it be if you could always have two-way communications, where both of you really communicated and understood each other? If I’m coaching on … Continue reading
Don’t ask clients what they think – they might tell you!
Apparently clients are still saying that few firms are checking with them about their level of satisfaction with the service that the law firm is providing. What a shame! It’s such an easy way of providing evidence that, as Matter … Continue reading
How to Re-negotiate Fees Without Upsetting the Client
It can be a real jolt to a client if fees charged differ from fees expected. Imagine how the contact in the client organisation looks to their boss when they have to say, “Sorry. I got it wrong. We’re going … Continue reading
Tony Reiss 
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