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Tag Archives: BD
Should Your Firm Outsource Business Support Functions?
Many firms have slashed their support functions (ie Finance, BD, HR, IT etc). I’m not at all sure that’s the right thing to do. Do you really want your partners spending time on administration? I offer an approach to ensure … Continue reading
How to Measure Your Sales Pipeline
Firms tend to measure sales predominantly. This is understandable. Sales are important and the figures tend to be indisputable. But might this measure discourage sufficient activity in developing the sales pipeline? One firm I worked with found that it took, … Continue reading
Posted in Business Development and Selling
Tagged 10-point scale, BD, Business Development, cross selling, pipeline, pitch
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Business Development in Professional Firms is Still Lacking – Part 2: The Remedies
Part 1 of this article outlines the case that senior income generators in professional service firms are still not fully committed to carrying out effective BD. And that this lack of commitment isn’t their fault. I point out that there’s … Continue reading
Business Development Training in Law Firms Isn’t Working!
This stark headline is based on an online survey with 29 partners and 17 BD directors in different firms. Rather disturbingly, 50% of the partners said they either received no training in business development or said the training wasn’t effective. … Continue reading
BD Survey Reveals Partners are from Jupiter and BD Directors from Saturn
An online survey reveals that partners in law firms and BD directors have very different views of the world of business development. It’s as if they’re from different planets. Here are three stark examples: How much time should be spent … Continue reading
Posted in Business Development and Selling
Tagged BD, BD investment, BD support, Business Development
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Not Investing Enough Time in Business Development – Survey Reveals
Benchmarking Study on BD Practices in Law Firms – Main Findings Here are some initial and somewhat disturbing findings from a survey amongst 30 partners in law firms. Firstly partners admit that they are not spending as much time as … Continue reading
How Lawyers Could Benefit from a Wimbledon Tennis Coach
In my coaching work, I’ve become increasingly aware that the self critical outlook of lawyers is part of the problem. I consistently hear lawyers saying ‘I’m no good at selling’ or something similar. This is where the world of tennis … Continue reading
Coaching Lawyers Using the Inner Game Technique
I’ve spent much of the last 10 years coaching partners and senior associates to become more effective in their business development roles. In this work I’ve become increasingly aware that the self critical outlook of lawyers is part of the … Continue reading
For Successful Selling, Which is More Important – Credibility or Rapport?
The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospect to be … Continue reading
Posted in Business Development and Selling, Coaching and Training, Networking
Tagged BD, credibility, rapport, Selling
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Tony Reiss 
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