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…
As the year gets to its mid-point, I often get questions related to retirement from senior-level attorneys. The story is pretty typical. They want to slow down, relieve some of the demands of their practice, but still keep their clients happy and well cared for. Perhaps most importantly, they want their clients to stay with their firms.…
Engagement is a marketing strategy onto itself. By directly engaging consumers, you invite them to participate in a dialogue that develops meaningful relationships around a common interest. And as we have already uncovered, trusting relationships are at the core of all successful business development. There is a big focus on content marketing right now, but…