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…
Think Cross-Service, Not Cross-Sell
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I was recently discussing the topic of cross selling with a client. As an internal marketing professional, she has a lot of experience with how to deepen relationships with and amongst her attorneys. She offered some thoughtful insight into the psychology behind the often unsurmountable task of selling more services to existing clients. I have to share her perspective! (By…
One of the biggest perceived obstacles to marketing is ‘lack of time’. Today’s pace of life is crazy– balancing demands of work, family and personal time contributes to feelings of being overwhelmed and unable to add on anything. Often marketing responsibilities fall to the bottom of the list because people feel like self promotion and business…