Creating a Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and Leaders | Globe Law and Business specialises in producing practical, topical titles for international legal and business professionals

<!DOCTYPE html> <html lang="en-GB" prefix="og: http://ogp.me/ns#"> <head> <meta charset="utf-8">  <script>(function(w,d,s,l,i){w[l]=w[l]||[];w[l].push({'gtm.start': new Date().getTime(),event:'gtm.js'});var f=d.getElementsByTagName(s)[0], j=d.createElement(s),dl=l!='dataLayer'?'&l='+l:'';j.async=true;j.src= 'https://www.googletagmanager.com/gtm.js?id='+i+dl;f.parentNode.insertBefore(j,f); })(window,document,'script','dataLayer','GTM-PV9J9FJZ');</script>  <title>Creating a Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and Leaders | Globe Law and Business specialises in producing practical, topical titles for international legal and business professionals</title> <meta name="description" content="Practical, topical titles for international legal and business professionals"/> <meta name="keywords" content=""/> <meta name="MobileOptimized" content="auto"/> <meta http-equiv="X-UA-Compatible" content="IE=edge"> <meta name="viewport" content="width=device-width, initial-scale=1"> <meta property="og:title" content="Creating a Cross-Serving CultureShift: "/> <meta property="og:description" content="Drive greater cross-selling success with this&nbsp;practical, actionable guide on creating a cross-serving culture within your law firm. "/> <meta property="og:url" content="https://www.globelawandbusiness.com/books/creating-a-cross-serving-cultureshift-mastering-cross-selling-for-lawyers-and-leaders" /> <meta property="og:image" content="https://www.globelawandbusiness.com/storage/images/books/1399-611e7eb6490d7.jpg"/> <link rel="shortcut icon" href="https://www.globelawandbusiness.com/images/favicon.ico"/> <link rel="icon" href="https://www.globelawandbusiness.com/images/favicon.ico" type="image/x-icon"/> <link rel="icon" type="image/vnd.microsoft.icon" href="https://www.globelawandbusiness.com/images/favicon.ico"/>  <meta name="theme-color" content="#fff"/>  <link rel="apple-touch-icon" href="https://www.globelawandbusiness.com/images/mobile/apple/60x60.png"> <link rel="apple-touch-icon" sizes="76x76" href="https://www.globelawandbusiness.com/images/mobile/apple/76x76.png"> <link rel="apple-touch-icon" sizes="120x120" href="https://www.globelawandbusiness.com/images/mobile/apple/120x120.png"> <link rel="apple-touch-icon" sizes="152x152" href="https://www.globelawandbusiness.com/images/mobile/apple/152x152.png">  <meta name="application-name" content=" "/> <meta name="msapplication-TileColor" content="#fff"/> <meta name="msapplication-TileImage" content="https://www.globelawandbusiness.com/images/mobile/microsoft/144x144.png"/> <meta name="msapplication-square70x70logo" content="https://www.globelawandbusiness.com/images/mobile/microsoft/smalltile.png"/> <meta name="msapplication-square150x150logo" content="https://www.globelawandbusiness.com/images/mobile/microsoft/mediumtile.png"/> <meta name="msapplication-wide310x150logo" content="https://www.globelawandbusiness.com/images/mobile/microsoft/widetile.png"/> <meta name="msapplication-square310x310logo" content="https://www.globelawandbusiness.com/images/mobile/microsoft/largetile.png"/>  <link type="text/css" rel="stylesheet" href="https://www.globelawandbusiness.com/css/web.min.css?version=1722428568"/> <script>function safemail(e,a,f){var i="undefined"==typeof f?e+"@"+a:f;document.write("<a href=mailto:"+e+"@"+a+" >"+i+"</a>")}</script> <script> (function(i,s,o,g,r,a,m){i['GoogleAnalyticsObject']=r;i[r]=i[r]||function(){ (i[r].q=i[r].q||[]).push(arguments)},i[r].l=1*new Date();a=s.createElement(o), m=s.getElementsByTagName(o)[0];a.async=1;a.src=g;m.parentNode.insertBefore(a,m) })(window,document,'script','https://www.google-analytics.com/analytics.js','ga'); ga('create', 'UA-66786696-1', 'auto' , {'allowLinker': true}); ga('require', 'linker'); ga('linker:autoLink', ['store.globelawandbusiness.com','nbninternational.com'] ); ga('send', 'pageview'); </script> </head> <body class="" data-js-class="js-products-index"> <noscript> <iframe src="https://www.googletagmanager.com/ns.html?id=GTM-PV9J9FJZ" height="0" width="0" style="display:none;visibility:hidden"></iframe> </noscript> <script type="text/javascript"> _linkedin_partner_id = "68405"; window._linkedin_data_partner_ids = window._linkedin_data_partner_ids || []; window._linkedin_data_partner_ids.push(_linkedin_partner_id); </script><script type="text/javascript"> (function(){var s = document.getElementsByTagName("script")[0]; var b = document.createElement("script"); b.type = "text/javascript";b.async = true; b.src = "https://snap.licdn.com/li.lms-analytics/insight.min.js"; s.parentNode.insertBefore(b, s);})(); </script> <noscript> <img height="1" width="1" style="display:none;" alt="" src="https://px.ads.linkedin.com/collect/?pid=68405&fmt=gif" /> </noscript>   <script type="text/javascript"> _linkedin_partner_id = "68405"; window._linkedin_data_partner_ids = window._linkedin_data_partner_ids || []; window._linkedin_data_partner_ids.push(_linkedin_partner_id); </script><script type="text/javascript"> (function(l) { if (!l){window.lintrk = function(a,b){window.lintrk.q.push([a,b])}; window.lintrk.q=[]} var s = document.getElementsByTagName("script")[0]; var b = document.createElement("script"); b.type = "text/javascript";b.async = true; b.src = "https://snap.licdn.com/li.lms-analytics/insight.min.js"; s.parentNode.insertBefore(b, s);})(window.lintrk); </script> <noscript> <img height="1" width="1" style="display:none;" alt="" src="https://px.ads.linkedin.com/collect/?pid=68405&fmt=gif" /> </noscript>  <span id="newsletterPopupContainer"></span>  <div id="addToCartMessage" class="modal fade" tabindex="-1" role="dialog" aria-labelledby="myModalLabel"> <div class="modal-dialog" role="document"> <div class="modal-content"> <div class="modal-header" style="background: linear-gradient(to bottom,#c30015 0,#88000f 100%);"> <button type="button" class="close" data-dismiss="modal" aria-label="Close"><span aria-hidden="true">×</span></button> <div class="modal-title text-center" id="myModalLabel" style="color:white; font-size:22px;">The item has been added to your basket</div> </div> <div class="modal-body js-modal-body" style="display: none;"></div> <div class="modal-footer text-center"> <button type="button" class="btn btn-default" data-dismiss="modal">Continue browsing</button> <a href="https://store.globelawandbusiness.com/checkout/175/cart?login=false" class="btn btn-primary" target="_self">Checkout</a> </div> </div> </div> </div> <div class="cookies hide"> <div class="cookies-container"> <p> This site uses cookies, as they are important for its correct functioning. For more information, please read our <a href="https://www.globelawandbusiness.com/pages/globelawandbusiness-terms/">terms of service</a> and <a href="https://www.globelawandbusiness.com/pages/cookie-policy/">cookie policy</a>. </p> <a href="javascript:;" class="btn js-cookie-close"><i class="fa fa-times"></i></a> </div> </div> <div class="wrapper pt-0"> <header class="main-header"> <div class="head-top-section"> <div class="nav-left-side"> <a href="https://www.globelawandbusiness.com" class="logo"> <img src="https://www.globelawandbusiness.com/images/glb-logo.jpg" title="Globe Law and Business" alt="Globe Law and Business"> </a> </div> <div class="nav-right-side"> <div class="search-area"> <select class="select-currency bottom-currency-select " data-url="https://www.globelawandbusiness.com/change-currency"> <option selected="selected" value="0">Currency: £</option> <option value="1">Currency: €</option> <option value="2">Currency: US$</option> </select> <a class="checkout-outline" href="https://store.globelawandbusiness.com/checkout/175/cart?login=false" target="_blank"> <div class="text-checkout"> <i class="fa fa-shopping-cart"></i> <span class="js-header-your-basket">0 items: £</span> </div> <div class="btn-checkout"> Checkout </div> </a> </div> <div class="menu-area menu-area-fx"> <div class="social-links"> <a href="https://www.globelawandbusiness.com/clicks?type=social&id=1" title="LinkedIn" target="_blank"><img src="https://www.globelawandbusiness.com/storage/images/social-links/1-58d5024b19e04.png" alt="LinkedIn"></a> <a href="https://www.globelawandbusiness.com/clicks?type=social&id=2" title="Twitter" target="_blank"><img src="https://www.globelawandbusiness.com/storage/images/social-links/2-58d502550911a.png" alt="Twitter"></a> <a href="https://www.globelawandbusiness.com/clicks?type=social&id=3" title="YouTube" target="_blank"><img src="https://www.globelawandbusiness.com/storage/images/social-links/3-58d5025ee53e7.png" alt="YouTube"></a> </div> <div class="search-box" id="js-search-box"> <div class="btn-menu-outline float-left"> <a href="#menuOutline" class="btn btn-hamburger" role="button" data-toggle="collapse" aria-expanded="false" aria-controls="collapseMenuOutline"><i class="fa fa-bars"></i></a> </div> <form class="form-inline form-with-btn float-left-mb js-search-form" action="https://www.globelawandbusiness.com/search" method="GET"> <div class="input-group sw-btn"> <input type="text" class="form-control js-search-input" placeholder="Search" name="keyword" value=""/> <a href="#" class="btn btn-link btn-search-clear js-search-clear-btn hide" title="Clean"><i class="fa fa-times"></i></a> <div class="input-group-btn"> <input type="submit" class="btn btn-sm" value="GO"/> </div> </div> </form> </div> </div> </div> </div> <div class="menus-outline collapse" id="menuOutline"> <div class="menu-bottom-tier"> <ul> <li> <a href="https://www.globelawandbusiness.com" class="" >Home</a> </li> <li> <a href="https://www.globelawandbusiness.com/all-products" class="hidden-xs ">Browse products</a> <a href="javascript:;" class="visible-xs-block js-menu-toggle"> Browse products <span><i class="fa fa-plus-square"></i></span> </a> <div> <ul> <li class="hidden-none-xs"> <a href="https://www.globelawandbusiness.com/all-products">Browse products</a> </li> <li> <a href="https://www.globelawandbusiness.com/all-products" class="" >All</a> </li> <li> <a href="https://www.globelawandbusiness.com/books" class="" >Books</a> </li> <li> <a href="https://www.globelawandbusiness.com/journals" class="" >Journals</a> </li> <li> <a href="https://www.globelawandbusiness.com/special-reports" class="" >Special Reports</a> </li> </ul> </div> </li> <li> <a href="https://www.globelawandbusiness.com/books" class="" >Books</a> </li> <li> <a href="https://www.globelawandbusiness.com/journals" class="" >Journals</a> </li> <li> <a href="https://www.globelawandbusiness.com/special-reports" class="" >Reports</a> </li> <li> <a href="https://www.globelawandbusiness.com/online" class="hidden-xs ">Online</a> <a href="javascript:;" class="visible-xs-block js-menu-toggle"> Online <span><i class="fa fa-plus-square"></i></span> </a> <div> <ul> <li class="hidden-none-xs"> <a href="https://www.globelawandbusiness.com/online">Online</a> </li> <li> <a href="https://www.globelawandbusiness.com/legal-content" class="" >Legal Content</a> </li> </ul> </div> </li> <li> <a href="https://www.globelawandbusiness.com/special-offers" class="hidden-xs btn-order">Offers</a> <a href="javascript:;" class="visible-xs-block js-menu-toggle"> Offers <span><i class="fa fa-plus-square"></i></span> </a> <div> <ul> <li class="hidden-none-xs"> <a href="https://www.globelawandbusiness.com/special-offers">Offers</a> </li> <li> <a href="https://www.globelawandbusiness.com/newsletter" class="" >Enews</a> </li> <li> <a href="https://www.globelawandbusiness.com/pages/loyalty" class="" >Loyalty</a> </li> </ul> </div> </li> <li> <a href="https://www.globelawandbusiness.com/pages/author-info" class="" >Author info</a> </li> <li> <a href="https://www.globelawandbusiness.com/pages/about-us" class="hidden-xs ">About Us</a> <a href="javascript:;" class="visible-xs-block js-menu-toggle"> About Us <span><i class="fa fa-plus-square"></i></span> </a> <div> <ul> <li class="hidden-none-xs"> <a href="https://www.globelawandbusiness.com/pages/about-us">About Us</a> </li> <li> <a href="https://www.globelawandbusiness.com/pages/contact" class="" >Contact Us</a> </li> <li> <a href="https://www.globelawandbusiness.com/booksellers" class="" >Booksellers</a> </li> <li> <a href="https://www.globelawandbusiness.com/pages/information" class="" >Information</a> </li> </ul> </div> </li> <li> <a href="https://www.globelawandbusiness.com/order-now" class="btn-order" >Order now 禄</a> </li> </ul> </div> <div class="menu-top-tier mob-menu"> <ul> <li> <a href="https://www.globelawandbusiness.com/testimonials" class="" >Testimonials</a> </li> <li> <a href="https://www.globelawandbusiness.com/pages/author-info" class="" >Author info</a> </li> <li> <a href="https://store.nbninternational.com/checkout/175" class="btn-order" target="_blank">Your basket</a> </li> </ul> </div> </div> </header> <div class="content-outline"> <span id="digitalModalContainer"></span> <span id="gloModalContainer"></span> <div class="book-title"> <h1 style="color: #542250;" > Creating a Cross-Serving CultureShift: <p class="sub-title"> Mastering Cross-Selling for Lawyers and Leaders </p> </h1> </div> <div class="container tbl-home page book-page"> <div class="main-content"> <hr> <div class="modal fade" id="viewSampleModal" tabindex="-1" role="dialog" aria-labelledby="viewSampleModalLabel" aria-hidden="true"> <div class="modal-dialog modal-mdmd" role="document"> <div class="modal-content"> <div class="modal-header"> <h5 class="modal-title" id="viewSampleModalLabel" style="display:inline-block;"> View sample chapter </h5> <button type="button" class="close" data-dismiss="modal" aria-label="Close"> <span aria-hidden="true">×</span> </button> </div> <div class="modal-body js-view-sample-form-container"> <p> Simply complete the fields below, and your complimentary sample chapter will be delivered straight to your inbox. If it doesn't arrive within the hour, please check your junk email box. For further help, please contact <script>safemail('jo','globelawandbusiness.com', 'Jo Skillicorn')</script>. </p> <div> <div class="form-group has-feedback required"> <label>Name</label> <input type="text" name="name" class="form-control js-view-sample-name" value=""> </div> <div class="form-group has-feedback required"> <label>Email</label> <input type="email" name="email" class="form-control js-view-sample-email" value=""> </div> </div> </div> <div class="modal-body js-view-sample-form-container-success hidden"> Thank you. <br> Your sample chapter should arrive in your email inbox very shortly. If it doesn't, don't forget to check your junk mail folder. <br> For further help, please contact <script>safemail('jo','globelawandbusiness.com', 'Jo Skillicorn')</script>. </div> <div class="modal-footer"> <button type="button" class="btn btn-secondary" data-dismiss="modal">Close</button> <button type="button" class="btn btn-primary js-view-sample-submit" data-type="book" data-sub-type="" data-id="1399" data-url="https://www.globelawandbusiness.com/request-sample-chapter">Send my free chapter</button> </div> </div> </div> </div> <nav class="book-nav"> <a href="https://www.globelawandbusiness.com/books/creating-a-cross-serving-cultureshift-mastering-cross-selling-for-lawyers-and-leaders" style="color: #542250;">Description</a> <span>|</span> <a href="#" style="color: #542250;" class="js-view-sample" data-toggle="modal" data-target="#viewSampleModal">View sample chapter</a> <span>|</span> <a href="https://www.globelawandbusiness.com/books/creating-a-cross-serving-cultureshift-mastering-cross-selling-for-lawyers-and-leaders/content" target="_blank" style="color: #542250;">View table of contents</a> </nav> <div class="modal fade" id="orderFormModal" tabindex="-1" role="dialog" aria-labelledby="orderFormModalLabel" aria-hidden="true"> <div class="modal-dialog modal-mdmd" role="document"> <div class="modal-content"> <div class="modal-header"> <h5 class="modal-title" id="orderFormModalLabel" style="display:inline-block;"> Order Form </h5> <button type="button" class="close" data-dismiss="modal" aria-label="Close"> <span aria-hidden="true">×</span> </button> </div> <div class="modal-body js-order-form-container"> <p> Please complete the fields below, and we will be in touch to arrange your access. </p> <div id="glo-form-container"> <div class="form-group has-feedback"> <label for="inputForename">Forename</label> <input id="inputForename" type="text" name="forename" class="form-control js-order-form-forename" maxlength="32" value=""> </div> <div class="form-group has-feedback"> <label for="inputSurname">Surname</label> <input id="inputSurname" type="text" name="surname" class="form-control js-order-form-surname" maxlength="32" value=""> </div> <div class="form-group has-feedback"> <label for="inputFirmName">Firm Name</label> <input id="inputFirmName" type="text" name="firm_name" class="form-control js-order-form-firm_name" maxlength="64" value=""> </div> <div class="form-group has-feedback"> <label for="inputJobTitle">Job Title</label> <input id="inputJobTitle" type="text" name="job_title" class="form-control js-order-form-job_title" maxlength="32" value=""> </div> <div class="form-group has-feedback"> <label for="inputDirectDeal">Direct Dial</label> <input id="inputDirectDeal" type="text" name="direct_deal" class="form-control js-order-form-direct_deal" maxlength="32" value=""> </div> <div class="form-group has-feedback"> <label for="inputEmail">Email address</label> <input id="inputEmail" type="email" name="email" class="form-control js-order-form-email" maxlength="254" value=""> <label class="checkbox-inline" style="margin-top:6px;"> <input type="checkbox" name="consent" class="js-order-form-consent"> Keep me updated with news and personalised offers </label> </div> <div class="form-group has-feedback"> <label for="inputAddressLine1">Address line 1</label> <input id="inputAddressLine1" type="text" name="address_line_1" class="form-control js-order-form-address_line_1" maxlength="64" value=""> </div> <div class="form-group has-feedback"> <label for="inputAddressLine2">Address line 2</label> <input id="inputAddressLine2" type="text" name="address_line_2" class="form-control js-order-form-address_line_2" maxlength="64" value=""> </div> <div class="form-group has-feedback"> <label for="inputAddressLine3">Address line 3</label> <input id="inputAddressLine3" type="text" name="address_line_3" class="form-control js-order-form-address_line_3" maxlength="64" value=""> </div> <div class="form-group has-feedback"> <label for="inputCity">City</label> <input id="inputCity" type="text" name="city" class="form-control js-order-form-city" maxlength="32" value=""> </div> <div class="form-group has-feedback"> <label for="inputRegion">Region</label> <input id="inputRegion" type="text" name="region" class="form-control js-order-form-region" maxlength="32" value=""> </div> <div class="form-group has-feedback"> <label for="inputPostalCode">Postal Code</label> <input id="inputPostalCode" type="text" name="postal_code" class="form-control js-order-form-postal_code" maxlength="16" value=""> </div> <div class="form-group has-feedback"> <label for="inputCountryId">Country</label> <select id="inputCountryId" name="country_id" class="form-control js-order-form-country_id"> <option value="">Select Country</option> <option value="1" >Afghanistan</option> <option value="2" >Albania</option> <option value="3" >Algeria</option> <option value="4" >American Samoa</option> <option value="5" >Andorra</option> <option value="6" >Angola</option> <option value="7" >Anguilla</option> <option value="8" >Antarctica</option> <option value="9" >Antigua and Barbuda</option> <option value="10" >Argentina</option> <option value="11" >Armenia</option> <option value="12" >Aruba</option> <option value="13" >Australia</option> <option value="14" >Austria</option> <option value="15" >Azerbaijan</option> <option value="16" >Bahamas</option> <option value="17" >Bahrain</option> <option value="18" >Bangladesh</option> <option value="19" >Barbados</option> <option value="20" >Belarus</option> <option value="21" >Belgium</option> <option value="22" >Belize</option> <option value="23" >Benin</option> <option value="24" >Bermuda</option> <option value="25" >Bhutan</option> <option value="26" >Bolivia</option> <option value="27" >Bosnia and Herzegovina</option> <option value="28" >Botswana</option> <option value="29" >Bouvet Island</option> <option value="30" >Brazil</option> <option value="31" >British Indian Ocean Territory</option> <option value="32" >Brunei Darussalam</option> <option value="33" >Bulgaria</option> <option value="34" >Burkina Faso</option> <option value="35" >Burundi</option> <option value="36" >Cambodia</option> <option value="37" >Cameroon</option> <option value="38" >Canada</option> <option value="39" >Cape Verde</option> <option value="40" >Cayman Islands</option> <option value="41" >Central African Republic</option> <option value="42" >Chad</option> <option value="43" >Chile</option> <option value="44" >China</option> <option value="45" >Christmas Island</option> <option value="46" >Cocos (Keeling) Islands</option> <option value="47" >Colombia</option> <option value="48" >Comoros</option> <option value="49" >Congo</option> <option value="50" >Cook Islands</option> <option value="51" >Costa Rica</option> <option value="52" >Croatia (Hrvatska)</option> <option value="53" >Cuba</option> <option value="54" >Cyprus</option> <option value="55" >Czech Republic</option> <option value="56" >Denmark</option> <option value="57" >Djibouti</option> <option value="58" >Dominica</option> <option value="59" >Dominican Republic</option> <option value="60" >East Timor</option> <option value="61" >Ecuador</option> <option value="62" >Egypt</option> <option value="63" >El Salvador</option> <option value="64" >Equatorial Guinea</option> <option value="65" >Eritrea</option> <option value="66" >Estonia</option> <option value="67" >Ethiopia</option> <option value="68" >Falkland Islands (Malvinas)</option> <option value="69" >Faroe Islands</option> <option value="70" >Fiji</option> <option value="71" >Finland</option> <option value="72" >France</option> <option value="73" >France, Metropolitan</option> <option value="74" >French Guiana</option> <option value="75" >French Polynesia</option> <option value="76" >French Southern Territories</option> <option value="77" >Gabon</option> <option value="78" >Gambia</option> <option value="79" >Georgia</option> <option value="80" >Germany</option> <option value="81" >Ghana</option> <option value="82" >Gibraltar</option> <option value="83" >Guernsey</option> <option value="84" >Greece</option> <option value="85" >Greenland</option> <option value="86" >Grenada</option> <option value="87" >Guadeloupe</option> <option value="88" >Guam</option> <option value="89" >Guatemala</option> <option value="90" >Guinea</option> <option value="91" >Guinea-Bissau</option> <option value="92" >Guyana</option> <option value="93" >Haiti</option> <option value="94" >Heard and Mc Donald Islands</option> <option value="95" >Honduras</option> <option value="96" >Hong Kong</option> <option value="97" >Hungary</option> <option value="98" >Iceland</option> <option value="99" >India</option> <option value="100" >Isle of Man</option> <option value="101" >Indonesia</option> <option value="102" >Iran (Islamic Republic of)</option> <option value="103" >Iraq</option> <option value="104" >Ireland</option> <option value="105" >Israel</option> <option value="106" >Italy</option> <option value="107" >Ivory Coast</option> <option value="108" >Jersey</option> <option value="109" >Jamaica</option> <option value="110" >Japan</option> <option value="111" >Jordan</option> <option value="112" >Kazakhstan</option> <option value="113" >Kenya</option> <option value="114" >Kiribati</option> <option value="115" >Korea, Democratic People's Republic of</option> <option value="116" >Korea, Republic of</option> <option value="117" >Kosovo</option> <option value="118" >Kuwait</option> <option value="119" >Kyrgyzstan</option> <option value="120" >Lao People's Democratic Republic</option> <option value="121" >Latvia</option> <option value="122" >Lebanon</option> <option value="123" >Lesotho</option> <option value="124" >Liberia</option> <option value="125" >Libyan Arab Jamahiriya</option> <option value="126" >Liechtenstein</option> <option value="127" >Lithuania</option> <option value="128" >Luxembourg</option> <option value="129" >Macau</option> <option value="130" >Macedonia</option> <option value="131" >Madagascar</option> <option value="132" >Malawi</option> <option value="133" >Malaysia</option> <option value="134" >Maldives</option> <option value="135" >Mali</option> <option value="136" >Malta</option> <option value="137" >Marshall Islands</option> <option value="138" >Martinique</option> <option value="139" >Mauritania</option> <option value="140" >Mauritius</option> <option value="141" >Mayotte</option> <option value="142" >Mexico</option> <option value="143" >Micronesia, Federated States of</option> <option value="144" >Moldova, Republic of</option> <option value="145" >Monaco</option> <option value="146" >Mongolia</option> <option value="147" >Montenegro</option> <option value="148" >Montserrat</option> <option value="149" >Morocco</option> <option value="150" >Mozambique</option> <option value="151" >Myanmar</option> <option value="152" >Namibia</option> <option value="153" >Nauru</option> <option value="154" >Nepal</option> <option value="155" >Netherlands</option> <option value="156" >Netherlands Antilles</option> <option value="157" >New Caledonia</option> <option value="158" >New Zealand</option> <option value="159" >Nicaragua</option> <option value="160" >Niger</option> <option value="161" >Nigeria</option> <option value="162" >Niue</option> <option value="163" >Norfolk Island</option> <option value="164" >Northern Mariana Islands</option> <option value="165" >Norway</option> <option value="166" >Oman</option> <option value="167" >Pakistan</option> <option value="168" >Palau</option> <option value="169" >Palestine</option> <option value="170" >Panama</option> <option value="171" >Papua New Guinea</option> <option value="172" >Paraguay</option> <option value="173" >Peru</option> <option value="174" >Philippines</option> <option value="175" >Pitcairn</option> <option value="176" >Poland</option> <option value="177" >Portugal</option> <option value="178" >Puerto Rico</option> <option value="179" >Qatar</option> <option value="180" >Reunion</option> <option value="181" >Romania</option> <option value="182" >Russian Federation</option> <option value="183" >Rwanda</option> <option value="184" >Saint Kitts and Nevis</option> <option value="185" >Saint Lucia</option> <option value="186" >Saint Vincent and the Grenadines</option> <option value="187" >Samoa</option> <option value="188" >San Marino</option> <option value="189" >Sao Tome and Principe</option> <option value="190" >Saudi Arabia</option> <option value="191" >Senegal</option> <option value="192" >Serbia</option> <option value="193" >Seychelles</option> <option value="194" >Sierra Leone</option> <option value="195" >Singapore</option> <option value="196" >Slovakia</option> <option value="197" >Slovenia</option> <option value="198" >Solomon Islands</option> <option value="199" >Somalia</option> <option value="200" >South Africa</option> <option value="201" >South Georgia South Sandwich Islands</option> <option value="202" >Spain</option> <option value="203" >Sri Lanka</option> <option value="204" >St. Helena</option> <option value="205" >St. Pierre and Miquelon</option> <option value="206" >Sudan</option> <option value="207" >Suriname</option> <option value="208" >Svalbard and Jan Mayen Islands</option> <option value="209" >Swaziland</option> <option value="210" >Sweden</option> <option value="211" >Switzerland</option> <option value="212" >Syrian Arab Republic</option> <option value="213" >Taiwan</option> <option value="214" >Tajikistan</option> <option value="215" >Tanzania, United Republic of</option> <option value="216" >Thailand</option> <option value="217" >Togo</option> <option value="218" >Tokelau</option> <option value="219" >Tonga</option> <option value="220" >Trinidad and Tobago</option> <option value="221" >Tunisia</option> <option value="222" >Turkey</option> <option value="223" >Turkmenistan</option> <option value="224" >Turks and Caicos Islands</option> <option value="225" >Tuvalu</option> <option value="226" >Uganda</option> <option value="227" >Ukraine</option> <option value="228" >United Arab Emirates</option> <option value="229" >United Kingdom</option> <option value="230" >United States</option> <option value="231" >United States minor outlying islands</option> <option value="232" >Uruguay</option> <option value="233" >Uzbekistan</option> <option value="234" >Vanuatu</option> <option value="235" >Vatican City State</option> <option value="236" >Venezuela</option> <option value="237" >Vietnam</option> <option value="238" >Virgin Islands (British)</option> <option value="239" >Virgin Islands (U.S.)</option> <option value="240" >Wallis and Futuna Islands</option> <option value="241" >Western Sahara</option> <option value="242" >Yemen</option> <option value="243" >Zaire</option> <option value="244" >Zambia</option> <option value="245" >Zimbabwe</option> </select> </div> <div class="form-group has-feedback js-vat-number-container hidden"> <label for="inputVatNumber">VAT Number</label> <input id="inputVatNumber" type="text" name="vat_number" class="form-control js-order-form-vat_number" maxlength="32" value=""> </div> <div class="form-group has-feedback"> <label for="inputCurrency">In which currency would you like to be invoiced?</label> <select id="inputCurrency" name="currency" class="form-control js-order-form-currency"> <option value="">Select Currency</option> <option value="euro" >Euro</option> <option value="sterling" >Sterling</option> <option value="usd" >USD</option> </select> </div> <div class="form-group has-feedback"> <label for="inputDiscountCode">Add discount code (if applicable)</label> <input id="inputDiscountCode" type="text" name="discount_code" class="form-control js-order-form-discount_code" value=""> </div> </div> <p> Please fill in all fields </p> <div class="js-order-summary" data-url="https://www.globelawandbusiness.com/request-offer-5user-order-summary"> <div> <span class="js-order-summary-product-name">Creating a Cross-Serving CultureShift: </span>: <span class="js-product-base-price">0</span> </div> <div class="js-discount-line ) hidden "> Discount (<span class="js-discount-percent">0</span>%): <span class="js-discount-value"></span> </div> <div class="js-vat-line"> VAT: <span class="js-vat-value">0</span> </div> <div> Total price: <span class="js-total-price">0</span> </div> </div> </div> <div class="modal-footer"> <button type="button" class="btn btn-secondary" data-dismiss="modal">Close</button> <button type="button" class="btn btn-primary js-order-form-submit" data-type="book" data-id="1399" data-url="https://www.globelawandbusiness.com/request-offer-5user-license">Submit</button> </div> </div> </div> </div> <div class="book-content"> <div class="book-info"> <div class="book-info-row"> <div class="book-info-cell book-info-cell-img"> <a href="https://www.globelawandbusiness.com/books/creating-a-cross-serving-cultureshift-mastering-cross-selling-for-lawyers-and-leaders/content" target="_blank" > <img src="https://www.globelawandbusiness.com/storage/images/books/1399-611e7eb6490d7.jpg" alt=""> <div class="book-info-image-text-link"> Look inside<img src="https://www.globelawandbusiness.com/images/look-inside.png" alt="Look inside"> </div> </a> </div> <div class="book-info-cell book-info-cell-content"> <p> <strong>Author(s): </strong> David H. Freeman </p> <p> <strong>Publication date:</strong> Aug 2015 </p> <p> <strong>Format:</strong> <span class="js-item-format">Softback</span> </p> <p> <strong>Pages:</strong> 104 </p> <p> <strong>Price:</strong> <span class="item-price"> 拢68.86 </span> </p> <p> <strong>ISBN:</strong> <span class="item-isbn"> 9781783581931 </span> </p> <p class="p-select-options"> <strong>Select format: </strong> </p> <div class="form-group btns-stack js-product-item-type" data-id="1399" data-type="book"> <label class="radio-inline"> <input type="radio" name="format" value="softback" data-name="Softback" checked > Softback </label> <label class="radio-inline"> <input type="radio" name="format" value="digital_epub" data-name="eBook"> eBook </label> <label class="radio-inline"> <input class="js-switch-glo-5user-license" type="radio" name="format" value="offers_glo_5user_license" data-name="multi-user eBook"> multi-user eBook </label> </div> <p class="p-digital-modal"> <a href="javascript:;" class="js-digital-modal" data-url="https://www.globelawandbusiness.com/books-digital-modal" data-version="2">How our eBook platform works</a> <br /> <a href="javascript:;" class="a-glo-modal js-glo-modal" data-url="https://www.globelawandbusiness.com/books-glo-modal" data-version="1">How permanent access, multi-user eBooks work</a> <br /><br /> </p> <p class="hidden-xs"> <span class="item-basket-url"> <a href="https://store.globelawandbusiness.com/checkout/175/?original=https://www.globelawandbusiness.com/books/creating-a-cross-serving-cultureshift-mastering-cross-selling-for-lawyers-and-leaders&return_url=https%3A%2F%2Fwww.globelawandbusiness.com&isbn1=9781783581931&copies=1&currency=GBP&response=json" class="btn btn-book-order js-add-to-basket" data-product-name="Creating a Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and Leaders" >Add to basket</a> </span> <span class="js-offer-5user-license-button hidden"> <a href="#" class="btn btn-book-order js-offer-5user-license" data-title="Creating a Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and Leaders" data-type="book" data-id="1399" data-target="#orderFormModal">Order multi-user eBook</a> </span> <br> </p> </div> </div> <p class="visible-xs-block"> <span class="item-basket-url"> <a href="https://store.globelawandbusiness.com/checkout/175/?original=https://www.globelawandbusiness.com/books/creating-a-cross-serving-cultureshift-mastering-cross-selling-for-lawyers-and-leaders&return_url=https%3A%2F%2Fwww.globelawandbusiness.com&isbn1=9781783581931&copies=1&currency=GBP&response=json" class="btn btn-book-order js-add-to-basket" data-product-name="Creating a Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and Leaders" >Add to basket</a> </span> <span class="js-offer-5user-license-button hidden"> <a href="#" class="btn btn-book-order js-offer-5user-license" data-title="Creating a Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and Leaders" data-type="book" data-id="1399" data-target="#orderFormModal">Order multi-user eBook</a> </span> </p> </div> <div class="book-review"> <div class="top-line" style="border-color: #542250; color: #542250;">Reviews</div> <div class="review-block"> <p>In my opinion, David is the world’s leading authority on practical aspects of maximizing cross-selling in law firms.</p> <p> <span class="review-author" style="color: #542250;"> - Elizabeth Anne "Betiayn" Tursi</span>, <span class="review-author" style="color: #542250;"> Women in Law Empowerment Forum</span> </p> <a href="https://www.globelawandbusiness.com/reviews/cacscmcsflal-eabt-2370" class="link-read-more">Read more...</a> </div> <div class="review-block"> <p>David Freeman has a keen understanding of the art of cross-selling and the benefits it brings. His professional background and experience allows him to articulate the case for team centered business development in a way that motivates and inspires even the most reluctant professional.</p> <p> </p> <p> <span class="review-author" style="color: #542250;"> - Peter Kellett</span>, <span class="review-author" style="color: #542250;"> Chairman and CEO, Dykema</span> </p> <a href="https://www.globelawandbusiness.com/reviews/cacscmcsflal-pk-6604" class="link-read-more">Read more...</a> </div> <div class="review-block"> <p>David Freeman has literally written the book on cross-selling. <br /> <br />  </p> <p> <span class="review-author" style="color: #542250;"> - Doug Hoover</span>, <span class="review-author" style="color: #542250;"> CMO/Director of Marketing & Business Development, Schiff Hardin LLP</span> </p> <a href="https://www.globelawandbusiness.com/reviews/cacscmcsflal-dh-3636" class="link-read-more">Read more...</a> </div> </div> <div class="bottom-line" style="border-color: #542250;"></div> <div class="book-text"> <p><strong>Are you making the most of your firm's cross-selling opportunities?</strong></p> <p>On average, in a typical firm, 20% of the lawyers are high-performing rainmakers. They know the secrets to capitalising on business development opportunities and they often manage to secure big clients. A further 20% are doing little in the way of business development. The rest (around 60%) are sitting somewhere in the middle. They're bringing in business, but more needs to be done to find that extra revenue.</p> <p>How can this 60% really capitalise on making more money? More and more law firm leaders are turning to cross-selling.</p> <p><strong>Develop a cross-serving culture to cross-sell</strong></p> <p>In many cases, cross-selling in the legal sphere is a lot easier said than done. It should be easy to get more work in different practice areas from your existing clients, but organisational challenges and working cultures can often stand in the way of cross-selling success.<strong> </strong></p> <p><strong>How can your firm overcome these challenges and make the most of this traditionally untapped revenue stream?</strong></p> <p><em>Creating a Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and Leaders </em>is a practical guide dedicated to helping you achieve exactly this. Packed with clear, actionable guidance on how to attract, retain and grow a client base, it provides scores of practical tips to help you and your firm become a true master of cross-selling.</p> <p>To address the crux of the challenge at most firms - adjusting mindsets and cultural attitudes of lawyers to encourage cross-practice collaboration - the book outlines a proven strategy to address the cultural change that is necessary to a successful cross-selling initiative. The guide will also show you how to:</p> <ul> <li>Initiate <strong>excellent communication</strong> between practice groups</li> <li>Educate your teams to ensure they have a <strong>deep understanding of the services offered by other lawyers</strong> at your firm</li> <li><strong>Instill a culture of trust</strong> and empathy between lawyers so a cross-serving culture can develop more easily</li> <li>Implement an <strong>active client feedback</strong> programme</li> <li>Achieve higher levels of client service, so you <strong>become the firm your clients turn to</strong> for important work</li> <li>Implement a compensation system that <strong>rewards team-based behaviours</strong></li> <li>Encourage <strong>personal accountability</strong></li> <li>Employ proactive leaders who are committed to driving <strong>key cross-serving behaviours</strong></li> </ul> <p><strong>Why this guide is a real-game changer</strong></p> <ul> <li>Learn from <strong>David Freeman</strong>, one of the world's leading authorities on maximising cross-selling in law firms. He has over 30 years' experience and was recognised as the top "Law Firm Business Development Consultant and Coach" in National Law Journal surveys in the US.</li> <li>Actively increase the amount of lawyer time and energy that is devoted to cross-selling at your firm.</li> <li>Uncover 13 key 'Accelerators' that will help your future business development success.</li> <li>Drive greater cross-selling success with the Appendix designed for firm leaders, offering a practical, high-level checklist of major activities.</li> </ul> <p>In addition to the author’s perceptions, this book includes insights from law firm leaders who have provided input based on a survey conducted specifically for this project.</p>  </div> <div class="footer-info show"> <p> <strong>Price:</strong> <span class="item-price"> 拢68.86 </span> </p> <p> <strong>Select format: </strong> </p> <div class="form-group btns-stack js-product-item-type" data-id="1399" data-type="book"> <label class="radio-inline"> <input type="radio" name="format_footer" value="softback" data-name="Softback" checked > Softback </label> <label class="radio-inline"> <input type="radio" name="format_footer" value="digital_epub" data-name="eBook"> eBook </label> <label class="radio-inline"> <input class="js-switch-glo-5user-license" type="radio" name="format_footer" value="offers_glo_5user_license" data-name="multi-user eBook"> multi-user eBook </label> </div> <p class="p-digital-modal"> <a href="javascript:;" class="js-digital-modal" data-url="https://www.globelawandbusiness.com/books-digital-modal" data-version="2">How our eBook platform works</a> <br /> <a href="javascript:;" class="a-glo-modal js-glo-modal" data-url="https://www.globelawandbusiness.com/books-glo-modal" data-version="1">How permanent access, multi-user eBooks work</a> <br /><br /> </p> <p> <span class="item-basket-url"> <a href="https://store.globelawandbusiness.com/checkout/175/?original=https://www.globelawandbusiness.com/books/creating-a-cross-serving-cultureshift-mastering-cross-selling-for-lawyers-and-leaders&return_url=https%3A%2F%2Fwww.globelawandbusiness.com&isbn1=9781783581931&copies=1&currency=GBP&response=json" class="btn btn-book-order js-add-to-basket" data-product-name="Creating a Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and Leaders" >Add to basket</a> </span> <span class="js-offer-5user-license-button hidden"> <a href="#" class="btn btn-book-order js-offer-5user-license" data-title="Creating a Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and Leaders" data-type="book" data-id="1399" data-target="#orderFormModal">Order multi-user eBook</a> </span> </p> </div> </div> </div> <div class="right-side"> </div> </div> </div> </div> <div class="form-right ad-banner" id="fixed-div2"> <div class="section-content"> <a href="https://www.globelawandbusiness.com/books/ai-and-the-legal-profession-transforming-the-future-of-law" target="_blank" rel="nofollow"> <img src="https://www.globelawandbusiness.com/storage/images/adverts/2-65d4b20c06a64.jpg" > </a> </div> </div>  <div class="modal fade v-modal" id="vModal" tabindex="-1" role="dialog" aria-labelledby="vModalLabel" aria-hidden="true"> <div class="modal-dialog" role="document"> <div class="modal-content"> <div class="modal-header"> What is the role of data analytics in a law firm? <button type="button" class="close" data-dismiss="modal" aria-label="Close"> <span aria-hidden="true">×</span> </button> </div> <div class="modal-body"> <iframe id="youtubeVideopopup" width="570" height="320" frameborder="0" allowfullscreen="" src="https://www.youtube.com/embed/FtwCx4I3E3U"></iframe> </div> </div> </div> </div> <div class="form-right" id="fixed-div"> <a href="javascript:;" data-toggle="modal" data-target="#vModal"> <div class="vlog-heading"><img src="https://www.globelawandbusiness.com/images/vlog.jpg"></div> <div class="banner-tv-screen"> <img id="youtubeImg" src=""> </div> <div class="section-content" style="background-color:#271225;" > <h1 class="yt watch-title-container">What is the role of data analytics in a law firm?</h1> </div> <div class="banner-vlog-logo"> <a href="https://www.globelawandbusiness.com/books/knowledge-management-in-law-firms-challenges-and-opportunities-post-pandemic" target="_self"> <img src="https://www.globelawandbusiness.com/storage/images/vlog/21-64be7b64c5518.png" alt=""> </a> </div> </a> </div> <footer class="footer"> <div class="menu-footer dropdown dropup"> <a href="#" class="fd-btn" data-toggle="dropdown" aria-haspopup="true" aria-expanded="false">Notices & Terms <i class="fa fa-caret-down pull-right"></i> </a> <ul class="dropdown-menu" aria-labelledby="fdLabel"> <li> <a href="/pages/contact" >Contact us</a> </li> <li> <a href="/pages/terms" >Disclaimer & copyright</a> </li> <li> <a href="/pages/about-us" >About Us</a> </li> <li> <a href="/pages/privacy" >Privacy statement</a> </li> <li> <a href="/pages/cookie-policy" >Cookie policy</a> </li> <li> <a href="/sitemap" >Sitemap</a> </li> </ul></div> <div class="copyright"> <strong>Copyright © 2005 - 2024 Globe Law and Business Ltd</strong> </div> </footer>  <script src="https://cdnjs.cloudflare.com/ajax/libs/jquery/3.7.1/jquery.min.js" integrity="sha512-v2CJ7UaYy4JwqLDIrZUI/4hqeoQieOmAZNXBeQyjo21dadnwR+8ZaIJVT8EE2iyI61OV8e6M8PP2/4hpQINQ/g==" crossorigin="anonymous" referrerpolicy="no-referrer"></script> <script src="https://cdnjs.cloudflare.com/ajax/libs/js-cookie/3.0.5/js.cookie.min.js" integrity="sha512-nlp9/l96/EpjYBx7EP7pGASVXNe80hGhYAUrjeXnu/fyF5Py0/RXav4BBNs7n5Hx1WFhOEOWSAVjGeC3oKxDVQ==" crossorigin="anonymous" referrerpolicy="no-referrer"></script> <script type="text/javascript" src="https://www.globelawandbusiness.com/js/web-vendor-v28.min.js?version=1728285997"></script> <script type="text/javascript" src="https://www.globelawandbusiness.com/js/web-v28.min.js?version=1728285997"></script> <input type="hidden" value="tAqDEN5qHkhGRVameFtbYEZHJCqoMzO9Pa9KQtna" class="ajaxToken"/> </body> </html>

CINXE.COM

Creating a Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and Leaders | Globe Law and Business specialises in producing practical, topical titles for international legal and business professionals