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Category Archives: Business Development and Selling
How to Survive Doing Presentations – 28 Tips
There are many different formats in which you might be presenting. These range from ballroom-size conferences to more casual conversations. Here are some general tips to ensure you get the content and style right. When preparing your talk, start by … Continue reading
Posted in Business Development and Selling
Tagged preparation, presentations, structure
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How Lawyers Could Benefit from a Wimbledon Tennis Coach
In my coaching work, I’ve become increasingly aware that the self critical outlook of lawyers is part of the problem. I consistently hear lawyers saying ‘I’m no good at selling’ or something similar. This is where the world of tennis … Continue reading
Should Women Read the Sports Pages when Business Networking with Men?
There are lots of general tips available about networking and working a room. But I’m picking up (using my feminine side?) that there are a few issues relating to women networking for business with men. Some of the issues I’ve … Continue reading
Beware Those Communication Icebergs
Different cultures adopt different communication strategies. The British are famous for their coded language – saying one thing, but meaning another. ‘That’s a good idea’ can in fact mean that they think it’s a terrible idea! Personally I find the … Continue reading
“We Will Let You Know” – the Dreaded Words After a Pitch
We’ve probably all heard these words after a client presentation: “Thank you very much. That was very interesting. We’ll give your presentation due consideration and let you know.” We typically go away and wait….and wait. Each day thinking we haven’t … Continue reading
An Advertising Agency Legend Teaches Lawyers How to Write
I know lawyers are great writers. They have such a clear grasp of the subtle meaning of different words and can craft unambiguous sentences so their contracts can be interpreted correctly. But copywriters are also brilliant communicators. Is there anything … Continue reading
Posted in Business Development and Selling
Tagged advertising, clear communication, David Ogilvy, O&M, writing
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Coaching Lawyers Using the Inner Game Technique
I’ve spent much of the last 10 years coaching partners and senior associates to become more effective in their business development roles. In this work I’ve become increasingly aware that the self critical outlook of lawyers is part of the … Continue reading
How to price professional services
Here’s a review of the main ways that firms can charge for their services. Ideally the basis for charging should provide a win-win for firm and client. So how do the main forms of charging typically get viewed from these … Continue reading
Marketing Litigation Practices – the Funeral Service of the Legal Profession?
I feel sorry for litigators! It’s hard for you to know where the next dispute is going to come from. On top of that, nobody wants to talk to you! Clients don’t like to think about conflicts so tend … Continue reading
Posted in Business Development and Selling, Networking
Tagged added value, cross selling, disputes, litigation, marketing
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Tony Reiss 
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