Aug 24, 2021
Cross-selling should be a result, not a strategy, Sue-Ella
Prodonovich argues. Otherwise, you run the risk of
“crass-selling”.
On this episode of The Boutique Lawyer Show, host Jerome Doraisamy
is joined by returning guest Sue-Ella Prodonovich, who is the
principal of Prodonovich Advisory, to discuss some of the potential
pitfalls of cross-selling by law firms, particularly in the age of
coronavirus, distinguishing cross-selling from “niching down”, and
how cross-selling can impact upon the health and success of a legal
business.
The pair also discuss the need to seek appropriate feedback from
clients about the breadth of service delivery, having as many
conversations with trusted advisers about firm offerings, and
whether there are any succession strategies and/or creative
opportunities that firms can instead be exploring.
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