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Category Archives: Business Development and Selling
Building a Successful New Practice Group – a detailed study into why most initiatives fail and the factors critical for success
Most firms are finding it difficult to build new practice groups and are disappointed at the rate of progress. Many blame the fact that their firm’s ‘brand name’ works against them. But we were not sure that was a valid … Continue reading
How to Create a Successful Business Development Culture in Law Firms
It’s your heads of practice groups that should drive BD activity – or else they might drive away your best associates Client partners and heads of practice areas play a key role in influencing the BD performance of the people … Continue reading
Preparing for relationship-building meetings with clients – an 8-step process
The tips set out below describe what needs to be done before meetings with clients to maximise the chances that the meetings will develop closer and stronger relationships. The preparation falls into two elements: some research to understand the background … Continue reading
Business Development Training – Getting More Bangs for Your Buck!
Law firms are using a number of different ways of improving the business development skills in their practice groups, particularly during this downturn. But are some training formats better than others? Sherwood PSF Consulting ran Breakfast Workshops with speakers from … Continue reading
Posted in Business Development and Selling, Coaching and Training
Tagged BD, Business Development, coaching, L&D, training, value for money
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Procter & Gamble’s Seven Selling Steps – a ‘traditional’ approach to selling
As part of my marketing and brand management training at P&G I had to go out and sell. The training was fantastic and I was motivated to do at least as well as the sales team, even though I was … Continue reading
How Top Firms Look After Their Clients….and develop more work
The advertisement from a global law firm in The Economist magazine grabbed my attention. Under a colour photograph of an archetypal psychologist’s couch, the headline read “TELL ME ABOUT THE RELATIONSHIP WITH YOUR LAWYER”. The copy continued…..”It turns out, there … Continue reading
Prospects to Advocates – A Suite of Six Group Coaching Workshops to Develop BD Skills
Most lawyers find their role as sales people uncomfortable. They typically didn’t enter the profession to become a sales person. Yet the increasingly competitive market, coupled with the ongoing economic situation, requires lawyers to be more active and competent at … Continue reading
A Parable Showing that Effective Selling is Like Magic…..
Effective Selling is Like…..Magic A sales consultant with a hobby in magic tricks was working away from home for a client. He was pretty good and had performed professionally a few times in restaurants and at parties. Though it was … Continue reading
Partners in Law Firms – Some Tips on How to Feel More Comfortable in a Selling Role
Partners are right to feel uncomfortable as conventional sales people. Compared to typical selling contexts (retail, consumer, big one-off purchases such as insurance etc) there should be a different mindset in professional service firms, particularly for those wanting to develop long-term … Continue reading
Tony Reiss 
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