Cross servicing (a.k.a.: cross selling) is a crucial piece of successful law firm business development programs. In my conversations with attorneys, I often find that there is a universal struggle with how to start the cross servicing process. When evaluating your firm for successful cross servicing initiatives, it is important to make sure your team has the…
I often speak with lawyers and business owners about cross selling their services. My message: cross selling is not really selling, but actually service. Think about it… no one wants to sell or be sold to. But everyone wants to be well-served. So where do you start? Let’s begin with one basic foundation. Show your team’s…