This is the second part of a two-part post describing why Cross Selling (or “cross-marketing,” or “cross-servicing”) is much more difficult than most professional-services firms believe.
Below are additional reasons...more
Q: My law firm can’t cross-sell. What are we doing wrong?
A: It’s not just you, it’s most firms.
In fact, most law, accounting, and other professional-services firms struggle with selling different practice areas to...more
On May 22, 2014, the Supreme Court of Canada released its decision in McCormick v Fasken Martineau DuMoulin LLP. The Court found that John McCormick, an equity partner in Faskens, was not an employee for the purposes of the...more
Recently, I was honored when Kevin McMurdo of McMurdo Consulting approached me to do a video interview to discuss professional sales leadership in the legal services industry. I greatly appreciate Kevin giving me a platform....more
As an architect or engineer, you may be asked to sign a contract that has a requirement of adding the Owner (or Contractor, in a design-build project) to your own insurance as an “additional insured”. This is usually a fall...more
Crafting and executing an effective communications plan requires long-term vision, daily execution and a strategic direction. These same elements are readily apparent with a successful baseball team....more
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