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Category Archives: Networking
The Art of Asking for Referrals – The Power of Word-of-Mouth Marketing
Asking for referrals is probably one of the most effective business development activities. It costs you nothing and yet can have a hugely positive effect on your income stream. It seem obvious to me that it’s so much more powerful … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged follow up, marketing, objections, referrals, word of mouth
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How to Start Being More Impressive and Effective
We are who we are! Can’t change! Take us or leave us! Right? Well, possibly. But what would it look like if we could change? Would we be more effective and enjoy our work more? This article will be particularly … Continue reading
Posted in Leadership and Management, Networking
Tagged behaviour, effective, feelings, impressive, Leadership, patterns, personal development, systems thinking
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Really Impressive Presentations to Win the Pitch
The work is rarely won just from doing a great presentation. There is often a firm favourite before the presentation starts as a result of how well they have impressed up to now, in terms of their initial response and … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Law Firms, persuasive, pitching, presentations
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Building Rapport on the Phone
Do you have important discussions on the phone and find some of them difficult? How good would it be if you could always have two-way communications, where both of you really communicated and understood each other? If I’m coaching on … Continue reading
Short of Work? Five Simple Steps to Stimulating Short-term Income
Most practitioners are finding it tougher keeping their utilisation figures high. It’s a terrible feeling when work levels drop of. You wonder when the next matter is going to crop up or what you’ve got to do to get work … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Law Firms, professional firms, PSF's, Selling
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The 10 Commandments for New Partners
I’ve had the great pleasure of working with a number of inspirational managing partners, particularly on programmes designed to help senior associates transition successfully to their new role as partners. Here is my synopsis of some of the best advice … Continue reading
Posted in Leadership and Management, Managing Change, Networking, Strategy
Tagged 10 commandments, law, Law Firms, Leadership, new partners
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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
Tony Reiss 
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