Cross-Selling for Law Firms - Live at Your Desk with Tony Reiss

Introduction

Find out what professionals can learn from business development specialists in how best to cross-sell services to clients.

Tony Reiss’ thesis on cross-selling is quite simple - it doesn’t work in most firms because:

• The culture and metrics/rewards work against it happening
• Partners don’t realise they should see cross-selling as, in essence, internal pitching

If you are looking for some effective cross-selling strategies, then this virtual classroom seminar is for you.

What You Will Learn

This live and interactive session will cover the following:

• Why cross-selling typically doesn’t work in most firms
  • How firms go about cross-selling and what the client perceptions are
• Getting the culture and metrics right
  • How some firms make cross-selling harder by measuring and rewarding the wrong behaviours
  • The role of key account partners and teams
• The psychological barriers that need to be addressed
  • The importance of tailoring approaches and building trust with colleagues
• Successful strategies and tactics
  • The cross-selling matrix (new services to existing client contacts is easier than introducing new services to others at the client)
  • A comparison between approaches adopted by two of the largest firms
  • Hypothetical exercise - how to introduce tax services to clients of a firm
• Making cross-selling happen
  • Successful case studies
  • The role of management and heads of practice groups

Recording of live sessions: Soon after the Learn Live session has taken place you will be able to go back and access the recording - should you wish to revisit the material discussed.