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Category Archives: Coaching and Training
Why Leadership Training Typically Fails
Let’s face it, you can’t really teach leadership in a classroom. Yet loads of partners go off to business schools such as Harvard, INSEAD, LBS where they review case studies and learn about techniques such as Porter’s 5 Forces and … Continue reading
Selling Strategies for Mid-Size Firms
Are the global elite firms unstoppable? What should mid-size firms do to compete, other than merge to get bigger or get taken over? I believe there are several attractive value propositions for mid-size firms, but they need to be sold … Continue reading
Powerful Selling Questions – Here’s a Hierarchy
Eric Vogt, a strategy and leadership consultant, has considered how to phrase powerful questions and has spotted some fascinating patterns. Those of us needing to be better at selling could learn a lot from his analysis. The Linguistic Architecture of … Continue reading
The First 100 Days – A Coaching Programme for New Partners
What a big step it is to go from senior associate to partner. To go from a ‘middle’ to a ‘top’. All those new responsibilities. A sense that the buck now stops with you. All those decisions to make. Those … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged coaching, Leadership, sustainability
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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
The Camel Fable – a Way of Resolving Dilemmas
A man on his deathbed specifies that his first son should receive half his camels, his second son a third of his camels and his third son a ninth of his camels. Nice and clear. His camels are collected up … Continue reading
Posted in Coaching and Training, Leadership and Management, Managing Change
Tagged camels, dilemmas, mediation
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Provocative Coaching Using Humour – A Story about Frank Farrelly by Sue Knight
This is a story told by Sue Knight about Frank Farrelly who died earlier this year…. “OK SusiQ” Frank pulled my chair closer and tapped me on the arm. “What’s the issue?” I had prepared for this moment. I was … Continue reading
Posted in Coaching and Training
Tagged Frank Farrelly, humour in coaching, provocative coaching, Sue Knight
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Dead or Only Sleeping? Coroner Outwits Attorney
I’m told that the following was printed in the San Jose Mercury News on 10 May, 1997. You may have come across it before, but it’s so funny, it’s worth revisiting. It reads: “From the Alameda County District Attorney’s … Continue reading
Career Progression for Lawyers – Transitions and Reinventions
For many associates there isn’t a great feeling of career advancement. One senior L&D director describes it as more like a process of walking across a barren desert with tumbleweed blowing across a poorly defined track and occasional signs that … Continue reading
A Fable on Seeing the Possibilities and Having a Positive Attitude
There was once a fool who was thin and poor. He had no luck and wanted to travel to find the wise man to ask why he had no luck. On the way he met a skinny wolf. The wolf … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged luck, possibilities
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Tony Reiss 
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