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For a variety of reasons, many law firms and lawyers struggle to effectively cross-sell or cross-service. This article defines the specific and best actions lawyers and law firms can take to expand client relationships.
It is well-established that it takes much more time, money and effort to get a brand-new client in the door than it does to get more work from an existing client, where a relationship of trust is already established. See, “Don’t Spend 5 Times More Attracting New Customers, Nurture the Existing Ones,” Forbes.com. Yet, for a variety of reasons, many law firms and lawyers struggle to effectively cross-sell or cross-service (defined as expanding the type or amount of work done for any individual client). See, ““Cross-Selling Sucks.” Here Are 18 Reasons Why. (Part 2),” Fishman Marketing. In fact, Michael Rynowecer says “BTI research reveals the typical law firm has only 23% of a client’s work available to them” and “clients often wonder why law firms and lawyers don’t spend more time and effort trying to get more of their business.”
By Steve Salkin
Creating an Environment Attractive to Diverse Lawyers Where They Can Rise to the Leadership Level
A roundtable discussion with four prominent leaders in law and recruiting who weigh in what firms are doing — and can do — to create environments that are attractive to diverse lawyers and enable them to rise to the leadership level.
9 Ways You Could Be Hindering New Business Efforts
By Mike Mellor
Nine ways you may be hindering your efforts to win new legal business, and a few ideas on how subtle improvements can maximize both success and overall win rates for firms and attorneys.
Continual Assessment: Preparation for the Next Recession
By Phillip Bantz
Assess your legal departments regularly to find and fix inefficient spending and work habits while also implementing new tech solutions now — before it’s too late.
Basic Tax Issues for Social Media Influencers
By Robert M. Jason
This article provides a general introduction to social media influencers and discusses common tax issues arising on the income side of the equation. What is taxable income? What happens if the influencer’s compensation is paid in equity?
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