Fee Earner Training

Associates

Cross Selling

Cross selling is about your firm realising the opportunities to deliver value to clients across practice areas?

There are two main barriers to this happening naturally; not having any processes in place for cross selling; practice areas not selling for each other.

To put cross selling processes in place can be fairly straight forward, whereas to ensure practice areas sell each other can be more complex. This is not necessarily because lawyers don't want to sell for their colleagues in other departments, but because they are focussed on selling and delivering result for their own practice area.

Training can help with both the processes and the change in behaviours required.

Cross Selling processes

There are a number of key processes to implement and manage in a successful team including; building contact networks; performance reviews as a team & individually; processes for identifying opportunities; client protection analysis; client assessments; pipelines and so on.

Cross Selling Relationships

Whilst associates are increasingly called on to be people managers, sales management demands an additional set of skills; managing the team's sales effort; encouraging and helping junior lawyers to identify opportunities and begin building their networks; managing results; developing the team's skills in advanced questioning and listening.

For an initial discussion on Cross Selling at your firm please email us at info@itd.com or call 0870 777 673