Cross-Serving®:

Get More Work From Existing Clients

One of the most achievable, yet elusive ways to find new significant new revenue is through developing a greater focus on cross-selling (or, as we like to call it, cross-serving®). It is achievable because you 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-serving demands a sustainable firm-wide effort. It requires aligning the right people, the right planning, the right systems, and the right tools with 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.

Law Firm CultureShift® has devised an integrated Cross-Serving® approach that can help your firm realize more of its cross-opportunities. Our process is derived from our experience working with thousands of lawyers at nealry 200 law firm world-wide. By thoughtfully aligning culture, leadership, planning, training, communication and implementation, we can help you:

    • Develop the proper roles for leaders
    • Establish a culture of cross-serving®
    • 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

CONTACT US TO LEARN MORE ABOUT HOW YOU CAN ACCELERATE CROSS-SERVING® IN YOUR FIRM.