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Category Archives: Business Development and Selling
Coca Cola’s Employee Brand Proposition – a lesson for all?
Coke is a successful business for several reasons. One of them is because they focus on the clarity of communicating their brand and aligning their people to ensure they deliver. I think that other businesses, particularly professional service firms, could … Continue reading
The Pig Personality Diagnostic
There are various techniques for assessing personality types and I can recommend introducing them to your team. It can help people appreciate their own style as well as the importance of some of the skills in their colleagues and thereby … Continue reading
Which is More Important for Successful Selling – Credibility or Rapport?
The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospective client to … Continue reading
Posted in Business Development and Selling
Tagged credibility, rapport, Selling, trust, trusted adviser
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Advice from a Mentor at Procter & Gamble
More than 25 years ago, I received this advice in my first year in brand management at P&G: Think strategy, strategy, strategy. Ensure your product and sales messages communicate an important and distinctive end-user benefit. That’s the key to … Continue reading
Posted in Business Development and Selling
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From Surviving to Thriving as a Practice Group Head
Let’s face it, the role of practice group head is a really important one. They are the skipper of the ship. Yet firms seem to put so little effort into developing the talent to carry out this role well. I’m not … Continue reading
How to Get Appointed as a Partner
Lots of senior associates are going through a stressful time at the moment – putting together material to support the business case for their appointment as partners and preparing for interviews with partner selection panels. I’ve coached several associates in … Continue reading
Business Development Training in Law Firms Isn’t Working!
This stark headline is based on an online survey with 29 partners and 17 BD directors in different firms. Rather disturbingly, 50% of the partners said they either received no training in business development or said the training wasn’t effective. … Continue reading
BD Survey Reveals Partners are from Jupiter and BD Directors from Saturn
An online survey reveals that partners in law firms and BD directors have very different views of the world of business development. It’s as if they’re from different planets. Here are three stark examples: How much time should be spent … Continue reading
Posted in Business Development and Selling
Tagged BD, BD investment, BD support, Business Development
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Not Investing Enough Time in Business Development – Survey Reveals
Benchmarking Study on BD Practices in Law Firms – Main Findings Here are some initial and somewhat disturbing findings from a survey amongst 30 partners in law firms. Firstly partners admit that they are not spending as much time as … Continue reading
Are Your Lawyers Entrepreneurial and Innovative Enough?
I recently took part in a fascinating webinar on People Strategies run by the IE Law School as part of their Lawyers’ Management Programme. Lawyers from all over the world were logged in to the discussion. One of the most … Continue reading
Tony Reiss 
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