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Tag Archives: BD
Key Account Management for Law Firms – some do’s and don’ts
Many firms are realising that they should invest more effort into building relationships with important and profitable clients. Most firms will have a high proportion of business with only 20 – 30 clients. These clients obviously need a lot of … Continue reading
Consultative Selling Using MBTI Psychological Profiling
There are four recognised stages to selling where there may be important aspects of the buyer’s psychological profile to consider, as follows: Initiating the relationship Investigating client needs Proposing a course of action Obtaining agreement and contracting My overall premise … Continue reading
If Tesco ran a Law Firm…..
When you get right down to it, law firms buy hours from their staff and then go out and try to sell them. Just like Tesco buy and sell apples. It’s a crude analogy but it’s essentially a similar activity. … Continue reading
Lawyers – Don’t Focus on Selling – Help Buyers Buy!
I think it’s a shame that most law firms feel uncomfortable using the word ‘selling’. But I can understand their reasons. After all, there’s lots of empirical evidence that suggests that it’s more effective to focus on helping the buyer … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking, Strategy
Tagged BD, Business Development, buyer, buyer-centric, Lawyer, needs
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Really Impressive Presentations to Win the Pitch
The work is rarely won just from doing a great presentation. There is often a firm favourite before the presentation starts as a result of how well they have impressed up to now, in terms of their initial response and … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Law Firms, persuasive, pitching, presentations
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Don’t ask clients what they think – they might tell you!
Apparently clients are still saying that few firms are checking with them about their level of satisfaction with the service that the law firm is providing. What a shame! It’s such an easy way of providing evidence that, as Matter … Continue reading
Short of Work? Five Simple Steps to Stimulating Short-term Income
Most practitioners are finding it tougher keeping their utilisation figures high. It’s a terrible feeling when work levels drop of. You wonder when the next matter is going to crop up or what you’ve got to do to get work … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Law Firms, professional firms, PSF's, Selling
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Why Partners Don’t Do the Business Development You Want Them to Do
I’ve recently been approached by a big law firm asking me to deliver a speech to get the partners ‘out there doing more business development’. I told them that this approach was unlikely to work without understanding what the ‘blockers’ … Continue reading
What Law Firms Could Learn from Singapore Airlines
I’ve just had my first experience of travelling Business Class on Singapore Airlines. In the back of my mind I had thoughts that they had a good reputation. Upon returning I checked this out and they claim to be … Continue reading
Consultative Selling for the Professions – Seven Simple Steps
My article on Procter & Gamble’s seven selling steps has been popular. It covered the process that P&G found worked for their sales specialists while on a call (state the idea, explain how it works, reinforce key benefits etc). In … Continue reading
Posted in Business Development and Selling
Tagged accounting, after-sales, BD, closing, consultative selling, law, Law firm, P&G, planning, Professional services, Professions, PwC, research
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Tony Reiss 
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