According to a recent study, around 80% of mid sized law firms consider themselves to be either average, poor, or very poor at cross-selling.
“Cross-selling” can be seen as a perjorative term which is partly why I prefer the term “co-operative selling”. This is because effectively extending the relationships with clients is best done by a co-operative approach, both with colleagues in the firm and indeed with the client!
Those who can effectively cross-sell have a competitive advantage – the number of services a client uses is of course one of the influences on the firm’s profitability.
To access a presentation we’ve done on the topic, click here. You can also get details of our free diagnostic around profitability and cross-selling