-
-
Recent Posts
Categories
Menu
Category Archives: Fee Negotiating
25 Ways to Make Your BD Efforts More Effective – including 5 specific initiatives that I know work
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
To help you find persuasive client benefits when you’re pitching – consider the 5 types of benefit
To help lawyers find the language of benefits, it might be helpful to look at the type of benefits that exist. I believe there are five categories and two different recipients of the messages on benefits, as follows: The first … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Business Development, Lawyers, Selling
Leave a comment
Why should anybody buy your services? The benefits please!
I’m guessing that most of you reading this will have heard about the differences between features and benefits: Features – Writing about you and your firm and its capabilities, typically with no references to the client ( eg We have these … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Lawyers, Selling
1 Comment
Developing a Compelling Sales Pitch – start with a rigorous process to ascertain the client needs
I’ve probably read hundreds of pitch documents from dozens of law firms and the biggest problem with most of them is that they don’t contain a compelling reason why the prospect should buy the firm’s services. The first thing I … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Lawyers, pitching, Selling
1 Comment
Latest Developments in Client Relationship Management in the Professions – based on a research study
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
10 Ways to Build Better Client Relationships
Clients still criticise the service they receive from many law firms. Tony Reiss of Sherwood suggests some tips for developing stronger client relationships. 1. Have what the Americans call ‘an elevator pitch’ – be able to say succinctly what you … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Business Development
Leave a comment
Fee Negotiating for Lawyers
Some readers may have seen a recent article in the Law Society Gazette. If not, check out http://www.lawgazette.co.uk/in-business/how-law-firms-can-improve-their-approach-negotiating-fees-1 I’ve been asked for a process for fee negotiating and can recommend this 4 step process: Step 1 – Client says what … Continue reading
Posted in Business Development and Selling, Fee Negotiating
Tagged Fees, Law Firms, Negotiating, Partners, Professions, PSF's
Leave a comment
Tony Reiss 