Course description
Law firms know that they need to try to institutionalise their relationships with clients. But cross selling can be difficult. Questions like 'Why should the client accept the services from a different practice group or different partner?' are common themes.
Aimed at business development specialists and partners, this half-hour webinar will look at possible solutions to cross selling conundrums. Topics covered will include the barriers to cross selling from the firm and client perspectives, the subtle but important differences between cross selling and cross buying and a tried and tested process for improving the extent to which firms cross sell their services.
Join presenter Tony Reiss as he outlines the importance of delivering short but impactful presentations to other practice groups in your firm - 'The ten top ways your clients could get value from the services of our practice group.
Upcoming start dates
Outcome / Qualification etc.
Training Course Content
Introduction
Law firms know that they need to try to institutionalise their relationships with clients. But cross selling can be difficult.
Questions like 'Why should the client accept the services from a different practice group or different partner?' are common themes.
Aimed at business development specialists, partners and those in management positions, this webinar will look at possible solutions to cross selling conundrums.
What You Will Learn
This webinar will cover the following:
- The barriers to cross selling from the firm and client perspectives
- The subtle but important differences between cross selling and cross buying
- A tried and tested process for improving the extent to which firms cross sell their services
- The importance of focusing on delivering short but impactful presentations to other practice groups in your firm - 'The ten top ways your clients could get value from the services of our practice group'
- The usefulness of creating a culture of 'you scratch my back, I'll scratch yours!' in which practice areas reciprocate with cross selling opportunities
Expenses
MBL Seminars Limited
MBL is a leading learning and development provider for professional service firms. Over the past 18 years, more than 198,000 people across 23,000 different organisations spanning 81 countries, have chosen us to deliver their training. With over 800 expert speakers...