-
-
Recent Posts
Categories
Menu
Category Archives: Business Development and Selling
How to Establish Credibility, Build Rapport and Become a Trusted Advisor
I’ve asked hundreds of consultants, accountants and lawyers over the years how they establish their credibility, build rapport and trusted relationships with clients and colleagues. My thesis is that these skills are the foundations of building a sustainable practice. Four … Continue reading
Posted in Business Development and Selling, Networking
Tagged credibility, rapport, trust
3 Comments
Business Development for Professionals is a bit like….Courting!
BD is about spending time in building long term, high quality, trusting relationships – so what can we learn about it from our experiences of courtship or dating? Tony Reiss from Sherwood reminisces…. The truth is that romancing your clients … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Business Development
Leave a comment
10 Ways to Build Better Client Relationships
Clients still criticise the service they receive from many law firms. Tony Reiss of Sherwood suggests some tips for developing stronger client relationships. 1. Have what the Americans call ‘an elevator pitch’ – be able to say succinctly what you … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Business Development
Leave a comment
E-book available: The BD Handbook for Lawyers – Prospects to Advocates
I have signed a publishing contract on Prospects to Advocates and can no longer offer any more free copies. Thanks to all those who read it and provided me with support and comments. The e-book contains many of the models … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Business Development, Law Firms, Lawyers, Partners, Professions, PSF's, Selling
Leave a comment
How BD Functions in Professional Firms Can Add More Value
By Tony Reiss, Founding Principal, Sherwood PSF Consulting BD functions are under scrutiny more than ever. Most of the markets for legal services have declined during the recession (notably corporate, real estate, finance etc) and buyers are flexing their muscles, … Continue reading
Using Stories to Help You Sell
by Tony Reiss Stories are also particularly effective when we’re asked those tricky questions that clients like to throw at us when we’re pitching for business. Faced with “what would you do if…” and “how would you handle…” questions, there’s … Continue reading
Posted in Business Development and Selling, Networking
Tagged Law Firms, Professions, PSF's, Selling
Leave a comment
Fee Negotiating for Lawyers
Some readers may have seen a recent article in the Law Society Gazette. If not, check out http://www.lawgazette.co.uk/in-business/how-law-firms-can-improve-their-approach-negotiating-fees-1 I’ve been asked for a process for fee negotiating and can recommend this 4 step process: Step 1 – Client says what … Continue reading
Posted in Business Development and Selling, Fee Negotiating
Tagged Fees, Law Firms, Negotiating, Partners, Professions, PSF's
Leave a comment
Workshop: Implementing Knowledge Cafes, December 2011
I can recommend these Knowledge Cafes. This Workshop is run by David Gurteen of Gurteen Knowledge. David is a pioneer in the use of Knowledge Cafes and other conversational tools in business and has been facilitating Knowledge Cafes and teaching … Continue reading
Tony Reiss 