Breaking Down the Barriers - A Guide to Cross Selling for Lawyers

Introduction

Law firms know that they need to try to institutionalise their relationships with clients. But cross selling can be difficult.

Questions like 'Why should the client accept the services from a different practice group or different partner?' are common themes.

Aimed at business development specialists, partners and those in management positions, this webinar will look at possible solutions to cross selling conundrums.

What You Will Learn

This webinar will cover the following:

• The barriers to cross selling from the firm and client perspectives
• The subtle but important differences between cross selling and cross buying
• A tried and tested process for improving the extent to which firms cross sell their services
• The importance of focusing on delivering short but impactful presentations to other practice groups in your firm - 'The ten top ways your clients could get value from the services of our practice group'
• The usefulness of creating a culture of 'you scratch my back, I'll scratch yours!' in which practice areas reciprocate with cross selling opportunities

This webinar was recorded on 30th November 2016