55% of law firms say cross-selling is one of their most important levers for revenue growth, yet only 19% strongly agree they're effective at it. That gap between ambition and execution is at the heart of our latest research and it's costing firms real revenue and opportunities.
Today on the CMO Series Podcast, Dionne Cole is joined by James Barclay, CEO of Passle Inc, to discuss the findings from our 2026 Cross-Selling & Collaboration Report, produced in partnership with Hayhurst Consultancy. With See more +
55% of law firms say cross-selling is one of their most important levers for revenue growth, yet only 19% strongly agree they're effective at it. That gap between ambition and execution is at the heart of our latest research and it's costing firms real revenue and opportunities.
Today on the CMO Series Podcast, Dionne Cole is joined by James Barclay, CEO of Passle Inc, to discuss the findings from our 2026 Cross-Selling & Collaboration Report, produced in partnership with Hayhurst Consultancy. With responses from 100 managing partners and lawyers across the top 200 US and top 100 UK law firms, the report reveals a significant collaboration gap and a clear roadmap for firms looking to close it.
James explores what the data really means, from the paradox of rate increases driving both growth and client churn, to the visibility challenges that prevent lawyers from cross-selling effectively, and what the firms getting it right are doing differently.
Dionne and James discuss:
- The real business pressures that are pushing firms to rethink how they generate work across practices.
- Why firms talk about cross-selling far more than they successfully deliver it.
- Why firms need to rethink relying on rate price increases as their primary growth strategy.
- How to fix the visibility gap and get lawyers connected.
- Why so many laterals leave within five years and what firms can do to better integrate them.
- What firm leaders should be doing differently to cultivate a culture of real collaboration.
Click here to download the full 2026 Cross-Selling & Collaboration Report.
And don't miss us at CMO Series Live in New York on June 4th. Get your tickets here. See less -
