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Category Archives: Networking
Value Propositions by Numbers
Many people find it hard to articulate exactly what they’re offering to clients and to do this in a persuasive way. In essence we all need to get better at explaining why others should buy our product or service. Originally … Continue reading
Posted in Business Development and Selling, Networking
Tagged benefits, competitors, evidence, HR, Selling, value, value propositions
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Tips for Business Women Networking with Men
There are lots of general tips about networking and working a room. But I’m picking up (using my feminine side?) that many women have some issues relating to networking for business with men. Some of the issues I’ve either seen … Continue reading
Should Women Read the Sports Pages when Business Networking with Men?
There are lots of general tips available about networking and working a room. But I’m picking up (using my feminine side?) that there are a few issues relating to women networking for business with men. Some of the issues I’ve … Continue reading
Marketing Litigation Practices – the Funeral Service of the Legal Profession?
I feel sorry for litigators! It’s hard for you to know where the next dispute is going to come from. On top of that, nobody wants to talk to you! Clients don’t like to think about conflicts so tend … Continue reading
Posted in Business Development and Selling, Networking
Tagged added value, cross selling, disputes, litigation, marketing
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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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Beware Networking with Foxes and Donkeys Around
It’s taken me a while to realise this (one of my blind spots, no doubt) but my networking strategies have been naïve on occasions. As I’ve got older and (supposedly wiser) I now know that my fundamental belief that ‘networking … Continue reading
Posted in Business Development and Selling, Networking
Tagged attitude of giving, networking
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Innovation Through Networking – What Law Firms Could Learn from P&G
It’s got to be true that if what you offer is pretty much the same as your rivals, the way to differentiate your firm’s offering is in how you deliver your service. Eversheds is one of the firms leading the … Continue reading
Posted in Business Development and Selling, Leadership and Management, Managing Change, Networking, Strategy
Tagged Eversheds, innovation, networking, P&G, Procters, R&D
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Lawyers – Don’t Focus on Selling – Help Buyers Buy!
I think it’s a shame that most law firms feel uncomfortable using the word ‘selling’. But I can understand their reasons. After all, there’s lots of empirical evidence that suggests that it’s more effective to focus on helping the buyer … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking, Strategy
Tagged BD, Business Development, buyer, buyer-centric, Lawyer, needs
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What Lawyers Could Learn about Client Relationships …..from Psychologists
We tend to think that we’re rational and have a logical basis for making decisions. Behavioural psychologists show that we’re wrong if we think that. How can lawyers benefit from greater insights into the strange workings of clients’ brains? Kahneman, … Continue reading
Tony Reiss 
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