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Client Speak: Cross-Selling ' Optional or Obligatory?

By Donald E. Aronson

Cross-selling in today's environment? You must be kidding. I have enough trouble holding on to what I have.

If that's your reaction, it's understandable. After all, businesses are cutting back on expenses; and, as you well know, in-house legal departments are not immune. These departments are feeling the pinch in terms of reductions in salary increases, greater control over headcount, and retention of more work in-house rather than awarding it to outside counsel. Furthermore, the mantra has changed from litigate, litigate, litigate to settle, settle, settle.

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