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Category Archives: Business Development and Selling
17 Ways to Improve Fee Negotiations
A cross between bingo and voodoo was how a university professor recently described the approach of most service providers to fee negotiation! This got me thinking about professional firms. With clients looking for more cost certainty and alternative billing structures … Continue reading
Posted in Business Development and Selling, Fee Negotiating
Tagged fee negotiation, Law firm, pricing
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Short of Work? Five Simple Steps to Stimulating Short-term Income
Most practitioners are finding it tougher keeping their utilisation figures high. It’s a terrible feeling when work levels drop of. You wonder when the next matter is going to crop up or what you’ve got to do to get work … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Law Firms, professional firms, PSF's, Selling
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Why Partners Don’t Do the Business Development You Want Them to Do
I’ve recently been approached by a big law firm asking me to deliver a speech to get the partners ‘out there doing more business development’. I told them that this approach was unlikely to work without understanding what the ‘blockers’ … Continue reading
What Law Firms Could Learn from Singapore Airlines
I’ve just had my first experience of travelling Business Class on Singapore Airlines. In the back of my mind I had thoughts that they had a good reputation. Upon returning I checked this out and they claim to be … Continue reading
Do you want to get better at pitching?
Tired of losing too many beauty parades? A one day open workshop is available to get state-of-the-art pitching skills. You’ll work in competing teams and do a pitch in a day. It’s great fun! You’ll learn how to get on the inside … Continue reading
Posted in Business Development and Selling
Tagged beauty parades, law, pitching, tricky questions
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Consultative Selling for the Professions – Seven Simple Steps
My article on Procter & Gamble’s seven selling steps has been popular. It covered the process that P&G found worked for their sales specialists while on a call (state the idea, explain how it works, reinforce key benefits etc). In … Continue reading
Posted in Business Development and Selling
Tagged accounting, after-sales, BD, closing, consultative selling, law, Law firm, P&G, planning, Professional services, Professions, PwC, research
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Masterclass on Developing Relationships with Overseas Firms and Clients through UKTI on 13 March.
Just a couple of places available. Details available through the link below….. http://www.ukti.gov.uk/export/unitedkingdom/london/event/217980.html
Seven Surprises for New Partners – the role of a partner might not be what you think it is it is.
The following text is adapted from an article by Michael Porter and colleagues in the Harvard Business Review in October 2004. He wrote about CEO’s as leaders in a corporate world. I’ve taken his messages and applied them to a … Continue reading
A plea to stingy clients – written by John Ruskin in the 19c, yet relevant to today’s market
Some useful advice to law firms on pricing…. “There is hardly anything in this world which some man cannot make a little worse and sell a little cheaper and the people who consider price alone are this man’s lawful prey, … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Managing Change, Networking
Tagged Law Firms, pricing
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The Winston Churchill Close to a Sales Pitch
Those brought up in the world of commercial selling are trained in the art of closing – the process of encouraging the prospect to take a step towards buying your product or service. Many of us find it hard to … Continue reading
Tony Reiss 
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