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Category Archives: Fee Negotiating
A plea to stingy clients – written by John Ruskin in the 19c, yet relevant to today’s market
Some useful advice to law firms on pricing…. “There is hardly anything in this world which some man cannot make a little worse and sell a little cheaper and the people who consider price alone are this man’s lawful prey, … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Managing Change, Networking
Tagged Law Firms, pricing
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The Winston Churchill Close to a Sales Pitch
Those brought up in the world of commercial selling are trained in the art of closing – the process of encouraging the prospect to take a step towards buying your product or service. Many of us find it hard to … Continue reading
Preparing for relationship-building meetings with clients – an 8-step process
The tips set out below describe what needs to be done before meetings with clients to maximise the chances that the meetings will develop closer and stronger relationships. The preparation falls into two elements: some research to understand the background … Continue reading
Procter & Gamble’s Seven Selling Steps – a ‘traditional’ approach to selling
As part of my marketing and brand management training at P&G I had to go out and sell. The training was fantastic and I was motivated to do at least as well as the sales team, even though I was … Continue reading
How Top Firms Look After Their Clients….and develop more work
The advertisement from a global law firm in The Economist magazine grabbed my attention. Under a colour photograph of an archetypal psychologist’s couch, the headline read “TELL ME ABOUT THE RELATIONSHIP WITH YOUR LAWYER”. The copy continued…..”It turns out, there … Continue reading
Prospects to Advocates – A Suite of Six Group Coaching Workshops to Develop BD Skills
Most lawyers find their role as sales people uncomfortable. They typically didn’t enter the profession to become a sales person. Yet the increasingly competitive market, coupled with the ongoing economic situation, requires lawyers to be more active and competent at … Continue reading
A Parable Showing that Effective Selling is Like Magic…..
Effective Selling is Like…..Magic A sales consultant with a hobby in magic tricks was working away from home for a client. He was pretty good and had performed professionally a few times in restaurants and at parties. Though it was … Continue reading
Partners in Law Firms – Some Tips on How to Feel More Comfortable in a Selling Role
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
The BD Handbook for Lawyers – Prospects to Advocates is available on Amazon
Thanks to all of you for comments on the draft….the material is based on the training material I’ve been using over the years with partners and senior associates in law firms over the last 10 years. I know it works! … Continue reading
Tony Reiss 
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