Cross-selling in law firms is always a hot topic of discussion. There is a lot of talk, with little action. Further, there is even less success. Why does cross-selling seem like an unsolvable riddle for so many law firms? Obstacles to Cross-Selling The biggest problem is that many law firms do not have compensation systems
We know that attorneys did not go to law school to become “sales people.” At least that is what we have been told at least 4 billion times. Okay, that is an exaggeration, but we have heard it quite often. Of course, lawyers did not go to law school to be salespeople. For if they
Is it true that only extroverted attorneys can get clients? Not true! The selling of legal services is often painful for lawyers. The two main reasons for the pain are a lack of sales training and a misunderstanding of business development. Obviously, business development is not taught in law school. Therefore, lawyers must learn on