5 Killers Of Cross-Selling Success

By Erin Marie Daly

Law360, New York (September 20, 2010, 2:28 PM ET) -- Marketing is at the heart of every business, but lawyers often fail to take advantage of opportunities to cross-sell their services to existing clients — despite the fact that the practice can draw in lucrative additional revenue for the firm. Here, legal experts describe some of the most common roadblocks that prevent attorneys and firms from capitalizing on this key revenue stream, and how to overcome them.

1. Trust Issues

In order for cross-selling opportunities to flow, lawyers in complementary practice groups must invest time to...
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