-
-
Recent Posts
Categories
Menu
Tag Archives: Business Development
How to Create a Successful Business Development Culture in Law Firms
It’s your heads of practice groups that should drive BD activity – or else they might drive away your best associates Client partners and heads of practice areas play a key role in influencing the BD performance of the people … Continue reading
Business Development Training – Getting More Bangs for Your Buck!
Law firms are using a number of different ways of improving the business development skills in their practice groups, particularly during this downturn. But are some training formats better than others? Sherwood PSF Consulting ran Breakfast Workshops with speakers from … Continue reading
Posted in Business Development and Selling, Coaching and Training
Tagged BD, Business Development, coaching, L&D, training, value for money
Leave a comment
How to Stimulate More Cross Selling Activity in Your Firm…..
Every firm I know wishes they could encourage more cross-selling — keeping business inside the firm that might otherwise go elsewhere. I started a thread on LinkedIn to get views from others and here’s a simple idea that will get … Continue reading
Posted in Business Development and Selling, Strategy
Tagged BD, Business Development, cross selling, Lawyers
Leave a comment
To help you find persuasive client benefits when you’re pitching – consider the 5 types of benefit
To help lawyers find the language of benefits, it might be helpful to look at the type of benefits that exist. I believe there are five categories and two different recipients of the messages on benefits, as follows: The first … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking
Tagged BD, Business Development, Lawyers, Selling
Leave a comment
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
Leave a comment
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
Leave a comment
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
Leave a comment
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 