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.

21 minute read August 29, 2011 at 01:33 PM
By
Timothy B. Corcoran
The Fundamentals of Successful Cross-Selling

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.

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