Synopsis
Sometimes, things that look simple on the surface can be extraordinarily difficult. Cross-selling is a prime example. While it seems as though it should be relatively easy to get more work in different practice areas from your existing clients, in reality it can be a complex and frustrating process that is littered with organizational and interpersonal obstacles. To address this problem, this book is designed to shine a light on issues you may face individually or as a firm leader, and it provides scores of practical tips to help you become a true master of cross-selling. Mastering Cross-Selling for Lawyers and Leaders is packed with examples and guidance, and applying the lessons contained in it will help you navigate the complex, but hugely rewarding world of effective cross-selling.
About the Author
David H. Freeman, J.D., a former practicing lawyer, is the award-winning CEO of the David Freeman Consulting Group and founder of Law Firm CultureShift(R). He is a best-selling author, speaker, consultant and coach who has shown thousands of managing partners, group and department leaders, partners, counsel, laterals and associates how to become better leaders and rainmakers. For three consecutive years, David was recognized nationally as the top "Law Firm Business Development Consultant and Coach" in National Law Journal surveys, and for over twenty years, he has worked with hundreds of law firms world-wide, including over 1/3 of the AmLaw 200. David has authored three other books in the area of law firm leadership and business development: The Law Firm Leader's Reference Guide for Creating a Business Development Culture; Secrets of the Masters: The Business Development Guide for Lawyers; and Weekly Reminders for Revenue-Focused Leaders, and he has written dozens of articles on the revenue-related aspects of leadership, service, strategy, and business development for many of the major legal publications. David is a highly rated speaker, trainer and consultant who presents at firm retreats, law firm networks, bar associations, law schools, and law firm leadership conferences. His expertise has been recognized by his peers as evidenced by appointments as: An elected Fellow in the College of Law Practice Management The exclusive business development coach for the Women in Law Empowerment Forum (WILEF) Co-Chair the 2010 Annual Conference for the Legal Marketing Association (LMA) A former member of the Board of Editors for Marketing the Law Firm (an American Lawyer Media publication) A former member of the Education Committee of the Legal Marketing Association In his work as the founder of Law Firm CultureShift(R), David helps firms transform their culture of business development. His main areas of practice include leadership training and coaching for firm leaders; accelerated cross-selling; business development training and coaching; client service training; retreat design, speaking and facilitation; and business development culture assessments.
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