Tune Up Sign 6: Low Client Expansion


Successful client expansion initiatives (proactive efforts to increase the number of practice areas a client uses) have occurred in less than 10% of the firm’s clients.

What does this indicate?
If true, this indicates a lack of a formal cross marketing program and training. It may also indicate low trust levels among attorneys, a high incidence of one-off matters, a poor understanding of the practice synergies between practice groups and/or poor communication between practice groups.

Cross marketing and entrenching client relationships is the low hanging fruit for firm growth. Often there are inherent obstacles to successful cross selling built into the cultures of many firms which must be removed before the culture fully adopts the transparency and teamwork required in cross marketing among attorneys and practice areas. If your firm struggles with effective cross marketing, it is worth examining these obstacles and training the attorneys in effective cross marketing initiatives.

This is the sixth in a ten part series explaining signs that indicate that your firm or personal marketing program could use a tune up.

Tomorrow: What does not knowing your next rainmakers indicate?

As always, if I can help you fix the ‘kinks’ in your business development, give Eric a call at 502-693-4731. You’ll find that I am an eager resource and that it costs nothing to talk.

DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

© Group Dewey Consulting | Attorney Advertising

Written by:


Group Dewey Consulting on:

Popular Topics
Reporters on Deadline

"My best business intelligence, in one easy email…"

Your first step to building a free, personalized, morning email brief covering pertinent authors and topics on JD Supra:

Sign up to create your digest using LinkedIn*

*By using the service, you signify your acceptance of JD Supra's Privacy Policy.

Already signed up? Log in here

*With LinkedIn, you don't need to create a separate login to manage your free JD Supra account, and we can make suggestions based on your needs and interests. We will not post anything on LinkedIn in your name. Or, sign up using your email address.