Law Firm Cross Serving

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Information about Law Firm Cross Serving

Published on April 8, 2013

Author: cordar



Presentation I give at law firm retreats for firms trying to attract more business from existing clients

Cross-serving Cordell M. Parvin

Cross - SellingSellingInternal referrals What It’s Not 2

Cross - SellingAnticipate client needsMaximizing the Firm’sexpertise What It Is 3

Cross - SellingSales Pitch 4

Why Most Lawyers Don’t ItLoss of credibility to the clientNo marketing expertiseLack of knowledge / trustLack of incentive 5

Why You Should Do ItCheapEasyMakes you a better lawyerIncreases client retention 6

How Do You Do It 7

Know Your Client Research the ClientWebsite/Online Research 8

Know Your ClientResearch the Client Annual Report 9

Know Your ClientResearch the ClientIndustry Publications 10

Know Your ClientResearch the Client Competitors 11

Know Your ClientResearch the Client Listen Carefully 12

Build ConfidenceClient Tour of Office 13

Build ConfidenceGo to Their Office 14

Build ConfidenceSeminars Present Skill of Other 15 Attorneys

Build Confidence Client Surveys 16

Ask - Don’t TellKey = ask about their business problems,opportunities, and internal and externalchanges - listen, listen, listen for youropportunity to help 17

How to Begin? Ask Are you satisfied withservice we are providing? 18

How to Begin? AskWhat could we do better? 19

How to Begin? Ask What is going on in yourbusiness that we should know 20 about?

Cross EducateGet Out of Your Practice Group 21

Cross EducateKnow Your Expertise Capabilities 23

Cross EducateRead Newsletters from Other PGs 24

Cross EducateIdentify “Go To” areas Potential Kind of Target Firm Clients personal Clients Market Work interest 25

What Clients Care About Achieving Their Goals 26

Credit Sharing Do It!!! 27

It Takes TimeHave Patience 28

OverviewResearch the client and its its Research the client and market market Listen to the client’s needs, ask educated questions Understand the practice of other attorneys in your firm Look for opportunities to offer the services of other attorneys 29

Keys to SuccessGo to the Client – Create the Opportunity 30

Keys to SuccessKnow and Trust Your Partners 31

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