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Category Archives: Coaching and Training
A Fable on How the World Sees HR….and Change Management
Once upon a time there was a Red rowing team. This Red team agreed to hold an annual rowing race with a Green team. Each team would contain 8 men. Both teams worked really hard to get in the best … Continue reading
Posted in Coaching and Training, Leadership and Management, Managing Change, Strategy
Tagged fable, HR, incentives, management consulting, rowing
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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
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
The Value of Challenging Coaching and Deep Practice for Learning
If you’re interested in the art of developing good attitudes, skills and behaviour in your firm, you’ll be interested in a book called The Talent Code by Daniel Coyle. The book suggests that what got your people to get their … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged coaching, learning, mentoring, mistakes, practice, talent
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How Firms Can Ensure Getting Value from Coaching
Given the private and confidential nature of the relationship between the coach and person being coached, there can obviously be some issues for the budget-holder as to how to ensure you get value for money from the investment in coaching. … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged adding value, coaching
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For Successful Selling, Which is More Important – 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 prospect to be … Continue reading
Posted in Business Development and Selling, Coaching and Training, Networking
Tagged BD, credibility, rapport, Selling
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Making 2013 a more Fulfilling Year for Lawyers!
What will 2013 bring for most lawyers? Well, it has to be true that if you approach the year in the same way as you did 2012 you’re highly likely to get similar results. If you didn’t find 2012 a … Continue reading
Consultative Selling Using MBTI Psychological Profiling
There are four recognised stages to selling where there may be important aspects of the buyer’s psychological profile to consider, as follows: Initiating the relationship Investigating client needs Proposing a course of action Obtaining agreement and contracting My overall premise … Continue reading
Are some of your lawyers a bit bored? Might this cause some under-performance issues?
If they are bored, let’s start by exploring what might be causing the boredom? One of the subjects that one of my partners Sally Woodward and I are really interested in is motivation – in particular, what motivates and demotivates … Continue reading
Posted in Coaching and Training, Leadership and Management, Managing Change, Strategy
Tagged career path, challenges, Lawyers, Leadership, motivation, Partners
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Tony Reiss 
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