Redbrick Solutions

Do too many law firms still ignore cross-selling, a potentially lucrative marketing stream?

Whilst many lawyers may shy away from ‘selling’ to potential new clients, there seems to be a much greater level of acceptance that cross selling is part of providing a good service to the client and in developing the relationship.

The level of success in cross selling though is variable to say the least. A 2007 survey by BTI Consulting Group found that only 4% described their firm as ‘highly effective’ at cross selling, whilst a massive 77% of heads of marketing in 120 top US law firms reported that their firms were ‘ineffective’.