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Category Archives: Networking
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
Cross Selling Doesn’t Work – the culture and rewards in most firms work against it!
My thesis on cross selling is quite simple – it doesn’t work in most firms because the culture and metrics/rewards work against it happening. One of the most fundamental influences on the culture of a law firm is the basis … 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
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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
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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
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Tony Reiss 
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