On-Demand Webinar: Mastering Cross-Selling for Lawyers and Leaders

This one-hour on-demand discussion is designed to shine a light on issues you may face individually or as a firm leader, and provides scores of practical tips to help you become a true master of cross-selling.

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Details

  • Publication date: December, 2015

Description

Sometimes, things that look simple on the surface can be extraordinarily difficult—with cross-selling being a prime example. While it seems it should be relatively easy to get more work in different practice areas from your existing clients, in reality it can be a complex and frustrating process that is littered with organizational and interpersonal obstacles.
 
To address these problems, this one-hour web-based discussion is designed to shine a light on issues you may face individually or as a firm leader, and provides scores of practical tips to help you become a true master of cross-selling. 
 
Who Should Attend this Webinar
Individual lawyers will discover specific tactics for landing more work, laterals will find tips for making a major impact in their new firms, and law firm leaders and professional staff will find a blueprint for engaging the firm in a cross-selling (“serving”) culture shift.
 
PLEASE NOTE: This is a pre-recorded on-demand webinar

Contents

Attendees of this webinar will learn:
- Why cross-selling is vital to your personal practice and your firm
- Techniques for increasing the amount of lawyer time and energy devoted to cross-selling
- Building the internal business case for cross-selling activities
- Growing support for cross-selling within your firm
- Identifying the main obstacles to cross-selling 
- 13 high-powered “Accelerators” to improve the quality and quantity of cross-selling 
- Implementing a successful cross-selling culture across your firm

Authors

David H Freeman
David H Freeman, JD, a former lawyer and now CEO of the David Freeman Consulting Group, has helped thousands of managing partners, group and department leaders, partners, counsel, and associates become better leaders and rainmakers in hundreds of law firms world-wide. For nearly two decades, he has worked with over one-third of the AmLaw 200, and in 2013, for the second consecutive year, he was recognized as the best law firm business development and coaching service provider in a National Law Journal survey. He is an internationally acclaimed speaker who presents at law firm retreats, law firm networks, international, national, and regional conferences, LMA and ALA chapter meetings, bar association meetings, and law schools.  David’s main areas of practice include leadership training and coaching; business development training and coaching; accelerated cross-selling; client service training and planning; retreat design, facilitation, and speaking; and business development culture assessments. He was Co-Chair of the Legal Marketing Association’s 2010 Annual Conference, he has written a unique book for law firm leaders called Weekly Reminders for Revenue-Focused Leaders, and he is a co-author of Law Firm Marketing Leaders: Tips from a Collection of Experts. He also wrote an on-going leadership column for American Lawyer Media’s newsletter, Marketing the Law Firm, and he has authored many other articles on the revenue-related aspects of management, leadership, service, strategy, and business development for most of the major legal publications. David also produces practical video tips focused on leadership and business development, he has developed a DVD-based personal rainmaking system for lawyers called CMOplaybook®, and he created a business development culture assessment tool for law firms called Culture Xray®. David can be reached via email at the consulting group.
Aleisha Gravit
Aleisha Gravit is the chief client services and marketing officer for Akin Gump Strauss Hauer & Feld LLP.  Ms. Gravit is responsible for setting the direction for practice group- and industry-driven strategies, public relations, internal communications, brand management, competitive intelligence and market research.  In this role, she collaborates with the firm’s lawyers and professional staff to maintain a client focus, increase marketplace awareness and facilitate cross-office and cross-practice collaboration. Ms. Gravit has more than 18 years of experience in marketing, communications and business development in law firms. She is a graduate of Harvard Law School’s Leadership in Law Firms Executive Education program. Prior to joining Akin Gump, Ms. Gravit was the chief marketing officer for Gibson, Dunn & Crutcher.  She also spent 11 years with Texaco Exploration and Production Inc. (now Chevron), where she was responsible for the sales and marketing of nonproducing oil and gas assets, and oversaw community involvement outreach for the western region.
Jeff Berardi
Jeff Berardi is the Chief Marketing Officer for the global law firm K&L Gates. As CMO, Jeff leads global marketing and business development efforts for the firm's offices located throughout the United States, Europe, Asia, South America, Australia, and the Middle East. Within this role, he maintains primary responsibility for the various function areas in the department, including strategic planning, regional and practice-based business development, PR and media relations, creative direction, and digital marketing communications. 

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