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Tag Archives: trust
Tactics for Generating More Internal Referrals
Too many professionals sit in their office expecting others in the firm to bring them work or introductions to clients. They probably won’t! Why? Because: they don’t really know what you do and they don’t fully trust that you will … Continue reading
What Effective Leaders Need to Know About Hormones
Leaders who understand some key aspects of neuroscience will be more effective leaders. This is the message in Simon Sinek’s book Leaders Eat Last. Sinek explains that there are four key chemicals that relate to leadership: Endorphin Dopamine Serotonin Oxytocin … Continue reading
Posted in Leadership and Management
Tagged cortisol, dopamine, endorphin, leaders eat last, loyalty, oxytocin, serotonin, simon sinek, stress, trust
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Aristotle on the Art of Influencing
What did we ever learn from those Ancient Greeks? Well, quite a lot actually. Just take Aristotle for a start. He was interested in rhetoric and believed there were three aspects to the art of influencing. In his language these … Continue reading
Posted in Business Development and Selling, Leadership and Management
Tagged aristotle, ethos, logos, pathos, rapport, storytelling, trust
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Are Your Teams at Work a Bit Dysfunctional?
Apparently, according to business writer Patrick Lencioni, most work teams are somewhat dysfunctional. I don’t think it’s any better in professional firms – whether it’s a team brought together to work on a case and whether it’s your practice group … Continue reading
Posted in Coaching and Training, Leadership and Management
Tagged conflict, dysfunctional teams, lencioni, trust
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Why Law Firms Don’t Listen to Consultants
Partners don’t listen to outside advisors for several reasons – most of them good ones! Here are a few. I also provide some thoughts on what consultants could do more of, less of and differently to build better working collaborations … Continue reading
Diversity Fatigue in Firms?
In the week that Sherwood Consulting presented our findings on women in leadership roles in law firms there was an interesting Schumpeter column in The Economist. If you’re interested in gender balance and diversity in firms, read on… The column … Continue reading
Which is More Important for Successful Selling – Credibility or Rapport?
The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospective client to … Continue reading
Posted in Business Development and Selling
Tagged credibility, rapport, Selling, trust, trusted adviser
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How to Establish Credibility, Build Rapport and Become a Trusted Advisor
I’ve asked hundreds of consultants, accountants and lawyers over the years how they establish their credibility, build rapport and trusted relationships with clients and colleagues. My thesis is that these skills are the foundations of building a sustainable practice. Four … Continue reading
Posted in Business Development and Selling, Networking
Tagged credibility, rapport, trust
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Tony Reiss 
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