Cross-selling in law is actually cross-serving

Cross-selling in law is a misnomer. Lawyers are not there to sell their clients. They are there to serve their needs. After all, isn’t that why law is referred to as a service profession?

If you practice in a law firm setting, your great opportunity is to source work that your colleagues can service whether it is in a separate practice area or as a complement or supplement to the work you are performing for your client. And you should not be thinking about what you have to sell; rather, you should be learning what your client needs and determining whether your firm has the ability to service it to your client’s and your satisfaction.

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Published by Sheryl Odentz on LinkedIn on December 20, 2020. Sheryl Odentz is the founder of Progress in Work LLC, an award-winning career management firm that provides lawyers and other professionals within the legal industry the following services: business development training/coaching, executive/leadership coaching and outplacement/career transition counseling. For more information, contact Sheryl at 212-532-6670 or