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Category Archives: Strategy
Profile-raising – What Works and What Doesn’t
Are you measuring the effectiveness of your marketing activity? Most firms aren’t, despite spending large amounts of money on marketing. Part of the problem is that firms are not always clear what their marketing objectives are. For example, are they … Continue reading
Time Management for Practice Group Heads
It’s tough being a leader of a practice group. Many heads (PGH’s) say they struggle with balancing their fee earning responsibilities with all the workload that goes with leading a practice group. This doesn’t surprise me – many PGH’s have had … Continue reading
How Henry Ford Would Run a Law Firm
Is your firm considering a new strategy given the regulatory and competitive changes in the legal market? If you are, Ford’s wise words are worth reading. He was a relentless technological innovator, based on his commitment to creating “the best … Continue reading
Posted in Leadership and Management, Managing Change, Strategy
Tagged Henry Ford, innovation, keep learning, teamworking
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Does your firm lack leadership?
‘If the eyes of your team members aren’t shining brightly, how are you being?’ An interesting quote from Benjamin Zander, conductor of the Boston Philharmonic Orchestra. I’ve just been reminded of this quote while working with the banking sector in … Continue reading
From Surviving to Thriving as a Practice Group Head
Let’s face it, the role of practice group head is a really important one. They are the skipper of the ship. Yet firms seem to put so little effort into developing the talent to carry out this role well. I’m not … Continue reading
Improving Practice Group Profitability – The Five Big Questions
Do all the practice groups in your firm make an adequate margin? If not, what is being done to address the deficiencies? I’ve been involved in several projects which have looked at how to improve profitability. Here’s my proposed approach, … Continue reading
Posted in Fee Negotiating, Managing Change, Strategy
Tagged delegating, fee negotiating, profitability, scoping, selling the value, strategy, supervising
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Getting Best Value from Business Support Functions
Many firms have slashed their support functions (ie Finance, BD, HR, IT etc) in the downturn. I can understand why firms have done this in the short term, but I’m not at all sure that’s the right thing to do … Continue reading
Posted in Leadership and Management, Strategy
Tagged back office, best value, business services, efficiency, outsourcing
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Do Partners Really Buy-in to Change at Your Firm?
Most organisations are not good at implementing projects that require people to work differently (eg new appraisal processes, mentoring programmes, key account programmes, new IT add-on systems etc). Programmes get initiated, but often fizzle out before any great added value … Continue reading
Why Clients Should Choose Midsize Firms
Many of my clients feel the pressure of being in the middle, squeezed between the big firms and the smaller firms – neither one thing nor the other. The big firms have so many more offices and resources and the … Continue reading
Posted in Business Development and Selling, Strategy
Tagged Achilles, midsize, selling propositions
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Managing Matters for Profit
As clients are increasingly asking for fixed fees and driving these fees down, lawyers need to find more efficient ways of delivering legal services to ensure protecting their margins. How can you do this? I have recorded a webinar (available … Continue reading
Posted in Leadership and Management, Strategy
Tagged fee pressure, improved profitability, matter management, pricing, webinar
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Tony Reiss 
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