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Category Archives: Business Development and Selling
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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A Letter Designed to Get Past the PA
PA’s are guardians of their bosses time and attention. They have an important screening role. So there can be a challenge to work out how to get past the PA.Here’s an interesting technique. I came across it on LinkedIn and … Continue reading
Posted in Business Development and Selling, Networking
Tagged Gatekeepers, Getting past the PA, PA, Using charm to sell
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The Drain of Female Talent in Firms
Most firms tell me that they meet many more impressive young women than men when they’re recruiting. So there’s something wrong when this talent chooses not to stay and become partners. And firms are missing out big time! A major … Continue reading
How to Write a Persuasive Email
Joseph Pulitzer the great journalist said: Put it before them briefly so they might read it, clearly so they will appreciate it, picturesquely so they will remember it and, above all, accurately so they will be guided by its light. … Continue reading
Are Firms Paying Enough Attention to the Economic and Social Megatrends?
The world is changing and fast. That much we all know. But are we aware of just how quickly and in what radical ways? Clients obviously need to know this stuff. But advisors to clients need to know it too. … Continue reading
Why Lawyers Underestimate Fees – Try This Test
The truth is that most of us are over confident about our ability to predict things. Allow me to show you… For each of the questions below, provide a numerical range that you are 90% sure contains the correct answer. … Continue reading
Inspiring and Motivating Others Using the Abraham Lincoln Touch
The Gettysburg address is worth studying. President Abraham Lincoln delivered it just a month after his inauguration. There are gems of psychological persuasion hidden throughout the speech, as described by Tim David in the Harvard Business Review. According to Tim, … Continue reading
20 Killer Selling Questions
My overall contention is that lawyers don’t ask enough questions before they attempt to sell their services. Here are some good ones. Some relate to a particular matter. Others are more suitable for being appointed on to a panel. Of … Continue reading
Posted in Business Development and Selling
Tagged panels, probing questions, summaries, tell me more
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Tony Reiss 
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