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Tag Archives: Law Firms
Selling Strategies for Mid-Size Firms
Are the global elite firms unstoppable? What should mid-size firms do to compete, other than merge to get bigger or get taken over? I believe there are several attractive value propositions for mid-size firms, but they need to be sold … Continue reading
Why Managing Matters is a Serious Matter
Are lawyers good project managers? Some don’t think so and I’m afraid I probably agree! I run workshops with senior associates on the subject and I usually start by asking the question ‘whose job is it to manage the matter?’ … Continue reading
Posted in Leadership and Management, Managing Change, Strategy
Tagged accountability, delegation, efficiency, Law Firms, matter managing, PMn, supervision
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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
Strategy for Law Firms – Nine Tips for Management
Let’s face it, putting an effective strategy into place isn’t easy! Just mentioning the word ‘strategy’ can bring grown partners out into cold sweats! When we ask, most firms tell us that they’ve got a strategy. But we sense that … Continue reading
Posted in Leadership and Management, Managing Change, Strategy
Tagged commitment, implementation, Law Firms, management, strategy, vision
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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
Take the Time Recording Challenge
You can’t bill what you don’t record! Most firms recognise that the largest source of leakage of chargeable time is the time that should have been recorded but wasn’t. Take this test to see what you would record. The answers … Continue reading
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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How About Using the Suzuki Method for Training Lawyers in Leadership Skills?
Many of us will have heard of the Suzuki Method in the context of training young violinists. It revolutionised teaching techniques in music. The interesting question is whether there is anything relevant in this approach for training lawyers to be … Continue reading
What Partners Really Mean When They Say ‘Yes’ to Your Idea
When I was a younger man – rather more innocent and naive than I am now – I can remember the delight at getting a unanimous ‘yes’ from the board members of my firm to a big culture-changing project. I … Continue reading
Why Most Mergers Fail to Deliver on Their Promises
The title of this article seems a bit brutal. Surely most mergers work. After all why do so many firms do them if they fail so often? The cold statistics tell another story. These three studies were based on mergers … Continue reading
Posted in Leadership and Management, Managing Change, Strategy
Tagged adding value, Law Firms, merger integration, mergers, Professions
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Tony Reiss 
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