Connor Kinnear on Cross-Selling: The Missed Opportunity in Professional Services Marketing - Passle's CMO Series Podcast
Susan Lee Hollender of Michael Best & Friedrich on Cross-Selling in Practice: CMO Series Lex Mundi Roundtable Live
CMO Series Live Special: The Art of Cross-Selling
Building Your Future at Holland & Knight: Bill Brady's Commitment to Helping Clients Solve Complex Issues
Wendy Bernero on Igniting Your Cross-Selling by Delivering Client Value - Passle's CMO Series Podcast
Dr Karen Kahn of Threshold Advisors on Bridging the Cross-Selling Gap - Passle's CMO Series Podcast
Jason Levin of Ready, Set, Launch on The Key to Cross-Selling: Building Real Human Connection - Passle's CMO Series EP174
Most law firm CMOs agree that cross-selling is the fastest and most cost-effective way to grow law firm revenue. Yet, our latest research shows that 84% of law firms are missing out on these opportunities. The biggest...more
Multi-practice firms are hemorrhaging high-value opportunities to specialty boutiques every day. Not because they lack expertise—quite the opposite. These firms house some of the most talented attorneys in their respective...more
Live from the Lex Mundi Americas Regional Marketing and Business Development Roundtable in Denver, this special episode of the CMO Series Podcast dives into Cross-Selling in Practice. Ali Bone is joined by Susan Lee...more
Cross-selling remains one of the biggest growth opportunities for professional services firms, yet cultural silos, lack of trust and missed client insights mean many struggle to get it right. Join this panel of professional...more
Litigation attorney Bill Brady discusses his lateral move to Holland & Knight, expanding his work in white collar criminal defense, government and internal investigations, and complex litigation. He highlights the firm's...more
Every law firm strives to achieve year-on-year profitable revenue growth. As the industry continues to grow more competitive, firms are looking at how to drive sustainable, organic growth by focusing on client value delivery....more
Law firms continue to struggle with getting their lawyers to cross-sell effectively, leaving significant revenue untapped. The good news is that with the right strategic shift, firms can close the gap between their...more
From Mike Mellor, a call to action for managing partners to leverage their firm’s collective experience....more
Cross-selling is becoming an essential part of how law firms can boost their revenue and create long-lasting relationships with their clients. Yet, CMOs and BD leaders have recognized that their lawyers are struggling to...more
A sustained increase in published thought leadership can help lateral partners and practice groups avoid the unmet business generation expectations that plague so many lateral moves. There’s a lot of commentary out there...more
Bank of America joined the club of consumer abusers – Wells Fargo had been the well-established leader of this club and the poster-child for abusive consumer practices. For years, Bank of America avoided federal...more
When business owners have partners and consider their succession planning, the topic of a buy-sell agreement comes up. This post discusses the possible use of an “insurance-only LLC” as part of a buy-sell....more
Make thought-leadership marketing and business development content a catalyst for your law firm’s cross-selling efforts....more
A district court decision in March has added to the sparse authority regarding the status of participant data under ERISA, particularly whether recordkeepers or other providers can use that data to offer additional products...more
Pittsburgh-based PNC Financial Services Group has reached a deal worth some $11.6 billion to buy the U.S. operations of BBVA, a Spanish lender. The mash-up, “one of the biggest banking deals since the 2008 financial crisis,”...more
This week I begin a five-part series on compliance as seen through the lens of Winnie the Pooh and the characters who live in the Hundred Acre Woods: Pooh, Eeyore, Tigger, Kanga & Roo, and Piglet. Winnie-the-Pooh, also called...more
On 17 March 2020, IVASS and the Bank of Italy issued a joint communication regarding the cross-selling of insurance products and financing (the "Communication") to be delivered to the members of the management and supervisory...more
Cross-selling is something I have always heard talked about, but not a lot of doing. Whether it’s a plan provider or a law firm, it’s something that should be done, but isn’t....more
Monday on Wall Street was the equivalent of a well-forecast storm that still managed to blow meteorologists’ minds. The deadly combination of diving oil prices and yet more COVID-19 worries spelled disaster for U.S. markets,...more
This week I have been exploring the Wells Fargo Department of Justice (DOJ) and Securities and Exchange Commission (SEC) settlement of $3 billion. The case presents multiple lessons for the compliance professional and one...more
This week I am exploring the Wells Fargo Department of Justice (DOJ) and Securities and Exchange Commission (SEC) settlement of $3 billion. The case presents multiple lessons for the compliance professional and one very large...more
I did not think that the Wells Fargo fraudulent accounts scandal could get worse for the bank. Boy was I wrong. Last week, in a Press Release, the Department of Justice (DOJ) announced a that Wells Fargo & Company and its...more
We often hear about the dangerous risk to a company’s culture from rigorous sales incentive programs. Like most issues, the answer to this issue is not cut and dried....more
The Office of the Comptroller of Currency (OCC) announced a $17.5 million settlement with former Wells Fargo Bank CEO John Stumpf’s role in the sales practices misconduct scandal. In addition, the OCC announced settlements...more