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Tag Archives: Law Firms
Seven Surprises for New Partners – the role of a partner might not be what you think it is it is.
The following text is adapted from an article by Michael Porter and colleagues in the Harvard Business Review in October 2004. He wrote about CEO’s as leaders in a corporate world. I’ve taken his messages and applied them to a … Continue reading
The 10 Commandments for New Partners
I’ve had the great pleasure of working with a number of inspirational managing partners, particularly on programmes designed to help senior associates transition successfully to their new role as partners. Here is my synopsis of some of the best advice … Continue reading
Posted in Leadership and Management, Managing Change, Networking, Strategy
Tagged 10 commandments, law, Law Firms, Leadership, new partners
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A plea to stingy clients – written by John Ruskin in the 19c, yet relevant to today’s market
Some useful advice to law firms on pricing…. “There is hardly anything in this world which some man cannot make a little worse and sell a little cheaper and the people who consider price alone are this man’s lawful prey, … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Managing Change, Networking
Tagged Law Firms, pricing
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Building a Successful New Practice Group – a detailed study into why most initiatives fail and the factors critical for success
Most firms are finding it difficult to build new practice groups and are disappointed at the rate of progress. Many blame the fact that their firm’s ‘brand name’ works against them. But we were not sure that was a valid … Continue reading
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
Should senior support staff in professional service firms see their role as that of an internal consultant?
I’ve run 3 different BD functions in professional service firms and tended to see the role as an internal consultancy. But this was probably because I’d spent 6 years as a management consultant in Deloitte working with timesheets and FTSE … Continue reading
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
Using Stories to Help You Sell
by Tony Reiss Stories are also particularly effective when we’re asked those tricky questions that clients like to throw at us when we’re pitching for business. Faced with “what would you do if…” and “how would you handle…” questions, there’s … Continue reading
Posted in Business Development and Selling, Networking
Tagged Law Firms, Professions, PSF's, Selling
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Tony Reiss 
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