Category Archives: Networking

How to Establish Credibility, Build Rapport and Become a Trusted Advisor

Posted on 11 November 2011 by tonyreiss

I’ve asked hundreds of consultants, accountants and lawyers over the years how they establish their credibility, build rapport and trusted relationships with clients and colleagues. My thesis is that these skills are the foundations of building a sustainable practice. Four … Continue reading →

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Business Development for Professionals is a bit like….Courting!

Posted on 9 November 2011 by tonyreiss

BD is about spending time in building long term, high quality, trusting relationships  – so what can we learn about it from our experiences of courtship or dating? Tony Reiss from Sherwood reminisces…. The truth is that romancing your clients … Continue reading →

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10 Ways to Build Better Client Relationships

Posted on 6 November 2011 by tonyreiss

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 →

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E-book available: The BD Handbook for Lawyers – Prospects to Advocates

Posted on 2 November 2011 by tonyreiss

I have signed a publishing contract on Prospects to Advocates and can no longer offer any more free copies. Thanks to all those who read it and provided me with support and comments. The e-book contains many of the models … Continue reading →

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Using Stories to Help You Sell

Posted on 28 October 2011 by tonyreiss

by Tony Reiss Stories are also particularly effective when we’re asked those tricky questions that clients like to throw at us when we’re pitching for business. Faced with “what would you do if…” and “how would you handle…” questions, there’s … Continue reading →

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