Experts Share Secrets To Cross-Selling Clients

Law360, New York (May 27, 2009, 12:00 AM EDT) -- As law firms look for ways to bring in business during the economic downturn, cross-selling legal services to current clients may seem like an appealing prospect — but attorneys stand to lose big if they don't follow a few key steps, legal experts say.

“My sense is that cross-selling is probably more important now than it is usually,” said Charles Green, founder and CEO of consulting firm Trusted Advisor Associates. “When times are down, the competition is higher out there, people are not returning phone calls,...
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