11 Things To Consider In A Client Cross Serving Strategy

Developing the Next Generation of Rainmakers 11 Things to Consider in a Client “Cross Serving” Strategy I believe every law firm recognizes that in 2014, it is more important than ever to maximize relationships and work with current clients. Yet, most law firms don’t do it very well. Those firms are not alone. When I practiced law, I found our firm talked a good game on cross-selling (I prefer cross-serving). But, when it came to actually doing it we fell short. What was holding my old firm, and many other firms back? At our old firm, our first issue centered on credit. Our system of compensation and allocating credit created “silos” within the firm. Beyond that, our discussions focused on end results rather than action steps. Our discussions also focused on what we wanted rather than what our clients wanted. After I raised the issue, I was asked to prepare a one-page memo on the subject. I recently saw it and found many things I wrote back then are still relevant today. Take a look. Is this something that would serve as a good discussion topic in your law firm? Objective: To expand relationships with your existing clients and provide services you are not currently providing. Main Point: Selling will not work. Clients do not want to be sold. They want to buy, but only what they want and need. In order to get clients to buy other services, you must thoroughly understand their business, their perspective and their views of lawyers and of your firm. Here are some steps to follow:   I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.