Discussions about cross-selling in law firms remind me of the well-publicized discussions a few years ago in the scientific world about cold fusion.
The Three-Headed Sales Monster
Discussions about cross-selling in law firms remind me of the well-publicized discussions a few years ago in the scientific world about cold fusion. Both represent their respective professions' Holy Grail, but no one has really made much meaningful progress toward either, in part because there are some very real and persistent barriers. More significantly in the case of cross-selling, the problem is self-created. By associating themselves and their value to clients exclusively with their practice specialty, lawyers create and perpetuate a product-centric focus that is the root of the cross-selling problem.
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Mike O'HoroThis premium content is locked for Marketing the Law Firm subscribers only
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