Tag Archives: Professions

How to Ask Powerful Questions

Posted on 19 February 2013 by

What strikes me about working with the professions is how smart everybody is. Lawyers, tax specialists, patent attorneys and others know an impressive amount of technical stuff. Where many of them are weaker is in their ability to phrase good … Continue reading →

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

Why Most Mergers Fail to Deliver on Their Promises

Posted on 16 May 2012 by

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 , , , , | 2 Comments

Consultative Selling for the Professions – Seven Simple Steps

Posted on 11 March 2012 by

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 , , , , , , , , , , , , | Leave a comment

Latest Developments in Client Relationship Management in the Professions – based on a research study

Posted on 14 November 2011 by

 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 →

Posted in Business Development and Selling, Fee Negotiating, Leadership and Management, Managing Change, Strategy | Tagged , , , , | Leave a comment

E-book available: The BD Handbook for Lawyers – Prospects to Advocates

Posted on 2 November 2011 by

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 , , , , , , , | Leave a comment

How BD Functions in Professional Firms Can Add More Value

Posted on 30 October 2011 by

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 →

Posted in Business Development and Selling, Coaching and Training, Managing Change, Strategy | Tagged , , , , | Leave a comment

Using Stories to Help You Sell

Posted on 28 October 2011 by

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 , , , | Leave a comment

Fee Negotiating for Lawyers

Posted on 27 October 2011 by

Some readers may have seen a recent article in the Law Society Gazette. If not, check out http://www.lawgazette.co.uk/in-business/how-law-firms-can-improve-their-approach-negotiating-fees-1 I’ve been asked for a process for fee negotiating and can recommend this 4 step process: Step 1 – Client says what … Continue reading →

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