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Tag Archives: Law firm
Coaching Support for Salaried Partners to Become Equity Partners
We recognise the challenges that partners face making transitions in their roles. Partners you have promoted have hopefully successfully transitioned from being senior associates and are now taking greater responsibility, particularly on matters and with clients. Lateral hires have hopefully … Continue reading
Posted in Coaching and Training, Managing Change, Strategy
Tagged book-of-business, coaching, juggling, Law firm, partner, support
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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
17 Ways to Improve Fee Negotiations
A cross between bingo and voodoo was how a university professor recently described the approach of most service providers to fee negotiation! This got me thinking about professional firms. With clients looking for more cost certainty and alternative billing structures … Continue reading
Posted in Business Development and Selling, Fee Negotiating
Tagged fee negotiation, Law firm, pricing
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To Those in Management Roles Running Law Firms – Some Support!
First of all let’s acknowledge the challenges and frustrations inherent in your role. You knew it wasn’t going to be easy – but this? There are good days and bad days but it’s a tough role. More than anybody else … Continue reading
Posted in Coaching and Training, Leadership and Management, Managing Change, Strategy
Tagged change, coaching, Law firm, Leadership, management
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Tips For Great Teamwork – It’s not what you say, but the way that you say it!
We all know the great experience of being in a team where it all just clicks. You feel good. You see good things happening. You’re enjoying it! Alex “Sandy” Pentland did an experiment at MIT’s Human Dynamics Laboratory where people … Continue reading
Posted in Leadership and Management
Tagged accounting firm, body language, Law firm, nonverbal communication, teamwork
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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 