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Accelerated Cross-Selling
One of the most achievable, yet elusive ways to find new revenue is
through cross-selling. It is achievable because we have relationships
that can lead to more work. It is elusive because it requires the deft
coordination of a complicated set of internal and external interactions.
Successful cross-selling demands a sustainable firm-wide effort. It
requires aligning the linkage of the right people, the right planning,
the right systems, the right tools, and the right timing. It must overcome
obstacles such as lack of trust, resistance to change, poor communication,
unproductive planning, untrained leaders, ineffective (or no) teams,
underdeveloped selling skills, incomplete tracking, weak follow-through,
inadequate measures, and misaligned rewards.
An Integrated Approach
Many firms apply a “Frankenstein” approach to cross-selling.
Disconnected efforts like leadership training delivered by one consultant
and sales training by yet another, internally-generated programs on client
service, a smattering of client teams, and siloed group and department
retreats (with little follow-up) are but a few examples of uncoordinated
initiatives that often fail to unleash the desired torrent of cross-selling
activity.
The David Freeman Consulting Group has constructed an integrated approach
that can turn your firm into a cross-selling machine. Our process is
derived from our experience working with thousands of lawyers from hundreds
of firms, from industry research, and through interviews with leaders
across the profession. By thoughtfully aligning culture, leadership,
planning, training, communication, and implementation, we help you:
- Develop the proper roles for leaders
- Establish a culture of cross-selling
- Conduct proper preparation
- Obtain and utilize client feedback
- Develop more effective teams
- Maximize the impact of retreats
- Provide exceptional client service
- Build trust between lawyers
- Develop leadership and selling skills
- Enhance internal and external communication
- Develop supportive systems and processes
- Maintain momentum
- Devise appropriate measures
- Align rewards with desired outcomes
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