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Tag Archives: BD
Developing a Compelling Sales Pitch – start with a rigorous process to ascertain the client needs
I’ve probably read hundreds of pitch documents from dozens of law firms and the biggest problem with most of them is that they don’t contain a compelling reason why the prospect should buy the firm’s services. The first thing I … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Lawyers, pitching, Selling
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Latest Developments in Client Relationship Management in the Professions – based on a research study
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
Business Development for Professionals is a bit like….Courting!
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
Posted in Business Development and Selling, Networking
Tagged BD, Business Development
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10 Ways to Build Better Client Relationships
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
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Business Development
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E-book available: The BD Handbook for Lawyers – Prospects to Advocates
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
Posted in Business Development and Selling, Networking
Tagged BD, Business Development, Law Firms, Lawyers, Partners, Professions, PSF's, Selling
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How BD Functions in Professional Firms Can Add More Value
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
Tony Reiss 