Thank you for sharing!

Your article was successfully shared with the contacts you provided.

Sales can be an off-putting word to many attorneys, but when done right, it can provide a service to clients by helping them solve problems. By shifting your perspective to look at business development from the point of view of the client, not the law firm, you can find more success in expanding your work for clients, while deepening client relationships.

If you’ve worked as a law firm partner in the past 15 years, chances are you’ve been asked to make “cross-selling” a focus at some point in your career. If you’re in a leadership role, you’ve probably asked your marketing and business development team to come up with a way to incentivize getting relationship attorneys to expand the portfolio of work they do for their clients by cross-selling. No matter which side of the equation you’re on, you’ve likely found it to be a frustrating experience. Here’s how to shift your perspective to an approach that’s much more effective.

This content has been archived. It is available through our partners, LexisNexis® and Bloomberg Law.

To view this content, please continue to their sites.

Not a Lexis Advance® Subscriber?
Subscribe Now

Not a Bloomberg Law Subscriber?
Subscribe Now

Why am I seeing this?

LexisNexis® and Bloomberg Law are third party online distributors of the broad collection of current and archived versions of ALM's legal news publications. LexisNexis® and Bloomberg Law customers are able to access and use ALM's content, including content from the National Law Journal, The American Lawyer, Legaltech News, The New York Law Journal, and Corporate Counsel, as well as other sources of legal information.

For questions call 1-877-256-2472 or contact us at [email protected]


You Can't Manage It If You Don't Measure It

How are you illustrating differentiation to clients and potential lateral targets? How are you measuring performance against peers? Use Legal Compass to benchmark a firm against its competitors, unearthing unique insights about performance, partner retention, market penetration and more. Click to log in, or begin your free trial.

Get More Information

WIPL.UK Awards 2021Event

The WIPL.UK Awards honors the industry standouts and rising stars who are making a mark within the profession.

Get More Information

ALM Legal Publication Newsletters

Sign Up Today and Never Miss Another Story.

As part of your digital membership, you can sign up for an unlimited number of a wide range of complimentary newsletters. Visit your My Account page to make your selections. Get the timely legal news and critical analysis you cannot afford to miss. Tailored just for you. In your inbox. Every day.

Copyright © 2021 ALM Media Properties, LLC. All Rights Reserved.