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Are you making the most of your firm's cross-selling opportunities?
On average, in a typical firm, 20% of the lawyers are
high-performing rainmakers. They know the secrets to capitalising
on business development opportunities and they often manage to
secure big clients. A further 20% are doing little in the way of
business development. The rest (around 60%) are sitting somewhere
in the middle. They're bringing in business, but more needs to be
done to find that extra revenue. How can this 60% really capitalise
on making more money? More and more law firm leaders are turning to
cross-selling. Develop a cross-serving culture to cross-sell In
many cases, cross-selling in the legal sphere is a lot easier said
than done. It should be easy to get more work in different practice
areas from your existing clients, but organisational challenges and
working cultures can often stand in the way of cross-selling
success. How can your firm overcome these challenges and make the
most of this traditionally untapped revenue stream? Creating a
Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and
Leaders is a practical guide dedicated to helping you achieve
exactly this. Packed with clear, actionable guidance on how to
attract, retain and grow a client base, it provides scores of
practical tips to help you and your firm become a true master of
cross-selling. To address the crux of the challenge at most firms -
adjusting mindsets and cultural attitudes of lawyers to encourage
cross-practice collaboration - the book outlines a proven strategy
to address the cultural change that is necessary to a successful
cross-selling initiative. The guide will also show you how to:
Initiate excellent communication between practice groups Educate
your teams to ensure they have a deep understanding of the services
offered by other lawyers at your firm Instill a culture of trust
and empathy between lawyers so a cross-serving culture can develop
more easily Implement an active client feedback programme Achieve
higher levels of client service, so you become the firm your
clients turn to for important work Implement a compensation system
that rewards team-based behaviours Encourage personal
accountability Employ proactive leaders who are committed to
driving key cross-serving behaviours Why this guide is a real-game
changer Learn from David Freeman, one of the world's leading
authorities on maximising cross-selling in law firms. He has over
30 years' experience and was recognised as the top "Law Firm
Business Development Consultant and Coach" in National Law Journal
surveys in the US. Actively increase the amount of lawyer time and
energy that is devoted to cross-selling at your firm. Uncover 13
key 'Accelerators' that will help your future business development
success. Drive greater cross-selling success with the Appendix
designed for firm leaders, offering a practical, high-level
checklist of major activities. In addition to the author's
perceptions, this book includes insights from law firm leaders who
have provided input based on a survey conducted specifically for
this project. What your peers are saying "In my opinion, David is
the world's leading authority on practical aspects of maximizing
cross-selling in law firms." Elizabeth Anne "Betiayn" Tursi, Global
Chair and Co-Founder, Women in Law Empowerment Forum "David Freeman
has a keen understanding of the art of cross-selling and the
benefits it brings. His professional background and experience
allows him to articulate the case for team centered business
development in a way that motivates and inspires even the most
reluctant professional.." Peter Kellett, Chairman and CEO, Dykema
"David Freeman has literally written the book on cross-selling.
This is NOT a 30,000 foot view but rather he gives us boots on the
ground, practical guidance from years of overcoming obstacles in
every type of law firm culture." Doug Hoover, CMO/Director of
Marketing & Business Development, Schiff Hardin LLP
This inspirational handbook is packed with hundreds of proven
tools, tips, and techniques for increasing revenue and forging
relationships with clients and colleagues that will last you a
lifetime. The rainmaking secrets revealed will enable you to: Find
practice niches; Apply alternative fees; Accelerate cross-selling;
Categorise your key targets; Use social media effectively; Identify
and build personal strengths; Deliver exceptional levels of client
service; Build powerful internal and external networks; Get client
meetings and maximise their effectiveness; Improve lateral success
and enhance lateral integration; and Make business development a
career-long, sustainable process. Secrets of the Masters features a
highly regarded team of over two dozen law firm marketing and
business development experts who offer their insight, experiences,
and real-world tips on attracting, retaining, and growing your
client base. Each chapter also includes an extensive range of
business development approaches and mini case studies, along with a
useful planning worksheet which prompts you to make decisions and
take action. PLUS...Within the complimentary CD-Rom you'll find all
the supporting worksheets and checklists featured throughout the
book, along with a personal business development plan template to
help you tailor your strategies. "Secrets of the Masters" is the
most comprehensive, yet practical "how to" guide I've seen for
developing business in the legal industry. Whether you're a young
lawyer starting to build a practice and reputation, or a seasoned
practitioner looking to achieve the next level of success, this
book is your roadmap. Simply stated, if you heed its principles,
you will make more money." - Jonathan Fitzgarrald, Chief Marketing
Officer of Greenberg Glusker and author of BADfortheBRAND.com
We all know that law is a people business. Clients buy from lawyers
whom they like, respect, and trust, and they judge those lawyers
and their firms on the quality of service that the firm provides,
the results achieved, and whether they receive value for money.
This applies to corporate, institutional, and private clients
alike. For their business plans to be connected to reality,
partners and law firm leaders must learn how they are perceived by
their clients and adapt accordingly. They do this by listening to
their clients. Historically this was through informal, fireside
chats. In recent years, many firms have devised formal client
listening programs and in recent years there has been an explosion
of review sites and social media channels enabling clients to leave
their unfiltered and public feedback, whether solicited or not.
Forward-looking firms are adopting multi-channel approaches to
taking feedback to maximize the intelligence they gather and to
adapt to clients' own preferences. As ever, the most nimble and
adaptable will reap the rewards. The Client Experience: How to
Optimize Client Service and Deliver Value looks at the client
experience from end-to-end, from client listening programs to
journey mapping, from customer audits to how legal tech can help
improve the way a client interacts with a law firm throughout its
relationship. A client-centric business model is essential for
future law firm success and the authors of this far-reaching title
utilize their own experience and real-life case studies to drill
down into the importance of maintaining the one thing no business
can do without: its client.
Since the economic downturn law firms that once saw growth as easy
and inevitable are finding that the only way to achieve this is now
to wrest market share from the competition. There is no one "right"
way to do this; some firms have opted for a determined policy of
buying market share and recruiting lateral talent, while others
rely on more organic growth. With contributions from a wide range
of thought leaders and industry experts, Growth Strategies for the
Modern Law Firm provides advice on a number growth options
available, and shares practical guidance designed to help firm
leaders to formulate and implement a profitable, sustainable growth
strategy. Topics covered include: Aligning strategy, culture, and
performance management with a growth agenda Utilizing a key
relationship management program to retain and grow clients and
referral sources Implementing listening programs to better serve
clients, and create a platform for differentiation and growth
Making cross-selling a cornerstone of growth strategies and firm
culture Critical success factors that enable lateral hiring to be a
key to client growth Creativity and innovations impact on growth
strategies for legal departments Systematic programs for lawyer
business development Organic growth strategies through focusing
practice specialties Holistic approaches to improving client
experience that drives client growth and much more...
Dr. Yong Choon Kim is a distinguished scholar and educator. He
wrote this book to fill the need for a concise introduction to the
philosophical and religious ideas of the East. The work is
analytical, comparative, and critical presentation in three parts:
Indian Thougt, Chinese Thought, abd the Thoughts of Korea and
Japan. It can serve for such courses as Oriental Philosophy,
Eastern Religions, World Religions, Comparative Religion, and
Comparative Thought. It may also be used in other introductory
courses in Religion, Philosophy, and Asian Culture. The book should
be very useful to the general reader interested in Oriental Thought
and culture.
Could you benefit from expert guidance on how to stay competitive
and streamlined in a legal marketplace that is increasingly
competitive? Law firms are finding it harder to adapt quickly to a
legal landscape that is constantly evolving. That's why it's
imperative for law firm leaders to recognise and respond to this
change in order to stay competitive. While the economy has
improved, key challenges from the recession remain. Clients are
more demanding, reducing cost is as important as it ever was, and
firms realise that operational efficiency is crucial to gaining
small but important margins. In this market, those small margins
can be game-changers for large and small firm alike. This new and
updated edition of The Lawyer's Guide to Strategic Practice
Management equips law firm leaders with the very latest guidance
and market knowledge on how to improve and refine current
management strategies in order to thrive and compete in today's
legal marketplace. From the latest developments in technology and
AI, how to improve your firm's coverage on LinkedIn to increasing
motivation to act on cross-selling opportunities, this guide is an
amalgamation of guidance from the most talked-about thought leaders
in the legal sphere. The second edition contains 7 new chapters
covering strategy; market and client development; people and talent
management; finance and pricing and optimisation and technology.
Key features of this updated guide 33 chapters covering six key
areas of law firm management Contains valuable material such as
diagnostic questionnaires, how-to guides, case studies and
action-planning worksheets Hear from a range of thought leaders and
experts in the law firm management sphere including: Viv Williams
(CEO of 360 Legal Group) Patrick J. McKenna (strategist and advisor
to premier law firms) Chrissie Lightfoot (CEO of EntrepreneurLawyer
Ltd) Geoff Coughlin (co-founder of Emphasis on Skills Ltd) Order
your copy of this guide to: Review revenue and profit models,
profitability strategies and law firm profit drivers Examine the
various alternatives to the traditional billing hour Measure and
manage the performance of your lawyers Find market niches and
develop individual business development strategies Learn about the
adoption of client listening programmes Use big data for billing
and cost and forecasting analysis Build the business case for legal
project management Improve client and staff communication,
connectivity and collaboration strategies Inform your management
strategy with the very latest market insights and find solutions to
your management challenge. Order your copy of this updated guide.
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