Category Archives: Strategy

Cross Selling Doesn’t Work – the culture and rewards in most firms work against it!

Posted on 3 December 2011 by tonyreiss

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 →

Posted in Business Development and Selling, Managing Change, Networking, Strategy | Tagged , , , | Leave a comment

Latest Developments in Client Relationship Management in the Professions – based on a research study

Posted on 14 November 2011 by tonyreiss

 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 →

Posted in Business Development and Selling, Fee Negotiating, Leadership and Management, Managing Change, Strategy | Tagged , , , , | Leave a comment

How BD Functions in Professional Firms Can Add More Value

Posted on 30 October 2011 by tonyreiss

By Tony Reiss, Founding Principal, Sherwood PSF Consulting  BD functions are under scrutiny more than ever. Most of the markets for legal services have declined during the recession (notably corporate, real estate, finance etc) and buyers are flexing their muscles, … Continue reading →

Posted in Business Development and Selling, Coaching and Training, Managing Change, Strategy | Tagged , , , , | Leave a comment

Reiss Masterclass on Managing Successful Change in Law Firms

Posted on 27 October 2011 by tonyreiss

Being run in London on 1 November, 2011. Specific key topics include: The key success factors – learning from projects that work and projects that don’t; What lawyers can learn from consultants that specialise in change management The 5 stages … Continue reading →

Posted in Managing Change, Strategy | Tagged , , , , , | 1 Comment