The Death Of Law Firm Cross-Selling

Posted on October 10, 2017
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Based on extensive quantitative and qualitative research, law firms – at every size from one-person boutiques to firms with hundreds of lawyers and everything in between – if they have been in business for a decade or more are likely sitting on millions and, in many cases, million upon millions of dollars in potential revenue from their current and former clients. The complication is that relatively few lawyers or law firms are taking the requisite steps to deliver greater value to these clients and be appropriately compensated for doing so. And, while highly touted, cross-selling legal services is not the answer.

“Many lawyers and consultants to lawyers talk about cross-selling as the way to generate more revenues from current and former clients. This is a law firm as opposed to a client centric perspective,”

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