Tag Archives: Professions

How to Ask Powerful Questions

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

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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

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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

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

 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

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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

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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

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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

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Fee Negotiating for Lawyers

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

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