Category Archives: Coaching and Training

How to Create the Optimum Coaching Climate -an ideal process to start a coaching discussion

Posted on 22 January 2012 by tonyreiss

When athletes are getting ready to run their race and achieve the best they can, we see them prepare. They know the importance of being ‘in the zone’. They prepare physically, warming up, loosening their muscles, stretching. They prepare mentally, … Continue reading →

Posted in Coaching and Training, Leadership and Management | Tagged , , | 2 Comments

Partners in Law Firms – Some Tips on How to Feel More Comfortable in a Selling Role

Posted on 27 December 2011 by tonyreiss

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 →

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The Psychological Barriers to Cross Selling

Posted on 19 December 2011 by tonyreiss

Whatever approaches management choose to use to address the lack of cross selling, they need to bear in mind the deeper psychological factors. Let’s consider why cross selling isn’t happening to the extent that most firms would wish? Firstly, many partners don’t … Continue reading →

Posted in Business Development and Selling, Coaching and Training, Fee Negotiating, Managing Change, Networking | Tagged , , , , | 1 Comment

25 Ways to Make Your BD Efforts More Effective – including 5 specific initiatives that I know work

Posted on 20 November 2011 by tonyreiss

Having run three different in-house BD functions and having had responsibility for delivering value, I offer these ideas for improving marketing effectiveness. Some of them are high level and others are rather more specific. Some are about getting the thinking … Continue reading →

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How BD Functions in Professional Firms Can Add More Value

Posted on 30 October 2011 by tonyreiss

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 →

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