A regular topic of my presentations and workshops at law firm retreats is cross-selling. I'm often asked to produce some magic formula that smoothes the way for law firm partners to introduce colleagues to their existing clients, so the colleagues can pitch their own services.
The Place to Network: The Fundamentals of Successful Cross-Selling
Most law firm partners generally have no objection to the idea of cross-selling, but they don't do much about it. Cross-selling is really just another way of describing the purchase of legal services by clients from more than one practice area.
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