Cross marketing is one of the best ways to spend your business development time. Worthwhile in the long-term, it also is efficient, effective and profitable in the short-term. We’ll advise you how to increase client’s use of your firm as well as turn “my client” into “our client”.

Our services:

• Study the firm’s existing marketing plan
• Review the firm’s compensation structure
• Work with firm management to create a culture and compensation structure which supports cross-marketing
• Training and coaching to overcome internal barriers (e.g. Will I lose ‘my’ client?)
• Selecting appropriate target clients and markets
• Training practice group leaders in marketing and sales skills to get new retainers
• Determining how you can create a “break-through” legal product for existing clients and then open their eyes to your firm’s other areas of expertise
• Demonstrating techniques that appeal to corporate counsel and management
• Using billing reviews and “preview” billing to uncover additional legal services needed by the client
• Using a client’s complaint as a cross-marketing opportunity