This month's questions:<br>Q: Like many firms, we struggle with the ability to cross-sell our firm's services. How can we change lawyers' attitudes and beef up our cross-selling efforts?<br>Q: How can we stimulate more referrals from our sources?
Q: Like many firms, we struggle with the ability to cross-sell our firm's services. How can we change lawyers' attitudes and beef up our cross-selling efforts?
A: Encourage your lawyers to think like grocers. Large law firms are similar to today's supermarkets. They offer an array of products (services) to fill as many corporate needs as possible, and aim to be the source buyers turn to when those needs arise
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