Tag Archives: Lawyers

Are some of your lawyers a bit bored? Might this cause some under-performance issues?

If they are bored, let’s start by exploring what might be causing the boredom? One of the subjects that one of my partners Sally Woodward and I are really interested in is motivation – in particular, what motivates and demotivates … Continue reading

Posted in Coaching and Training, Leadership and Management, Managing Change, Strategy | Tagged , , , , , | Leave a comment

Why Lawyers Don’t Give Constructive Feedback

I am not sure why senior lawyers aren’t giving their junior lawyers more useful feedback. After all, we know: how important it is for lawyers to get everything right and manage risk how important it is to work efficiently, particularly … Continue reading

Posted in Coaching and Training, Leadership and Management, Managing Change | Tagged , , , , , | 1 Comment

Helping Lawyers Learn New Skills

There are stages to our personal development and learning. We all start off being unconsciously incompetent. As a very young child, for example, we don’t know we can’t ride a bike. Then we get on a bike and realise it’s … Continue reading

Posted in Coaching and Training, Leadership and Management | Tagged , , , , , , | Leave a comment

How Effective is Your Team? Is it like a well-run Arsenal or more like Rangers?

Law firms are made up of lots of teams. They spend hours in meetings. But how effective are they? There’s the board, perhaps with the role of looking at the strategy of the firm, looking for appropriate firms to merge … Continue reading

Posted in Leadership and Management, Managing Change, Strategy | Tagged , , , , , | Leave a comment

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

Posted in Business Development and Selling, Leadership and Management, Managing Change, Strategy | Tagged , , , , , | 1 Comment

Procter & Gamble’s Seven Selling Steps – a ‘traditional’ approach to selling

As part of my marketing and brand management training at P&G I had to go out and sell. The training was fantastic and I was motivated to do at least as well as the sales team, even though I was … Continue reading

Posted in Business Development and Selling, Fee Negotiating, Networking | Tagged , , , , , , , | Leave a comment

The Psychological Barriers to Cross Selling

Whatever approaches management choose to use to address the lack of cross selling, they need to bear in mind the deeper psychological factors. Let’s consider why cross selling isn’t happening to the extent that most firms would wish? Firstly, many partners don’t … Continue reading

Posted in Business Development and Selling, Coaching and Training, Fee Negotiating, Managing Change, Networking | Tagged , , , , | 1 Comment