Tag Archives: PSF’s

Short of Work? Five Simple Steps to Stimulating Short-term Income

Most practitioners are finding it tougher keeping their utilisation figures high. It’s a terrible feeling when work levels drop of. You wonder when the next matter is going to crop up or what you’ve got to do to get work … Continue reading

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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

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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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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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Case Study on Leadership – What Should Jill do Differently?

 Case Study on Leadership Jill left Jack’s office feeling elated and yet strangely nervous. She’d just been told by Jack, the Managing Partner, that the Board would like her to run a new group in the firm. It would have … 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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Reiss Masterclass on Managing Successful Change in Law Firms

Being run in London on 1 November, 2011. Specific key topics include: The key success factors – learning from projects that work and projects that don’t; What lawyers can learn from consultants that specialise in change management The 5 stages … Continue reading

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