Law Firm Origination and Cross-Selling Credits: A Guide to Your Firm’s Future Success

report Law Firm Origination and Cross-Selling Credits: A Guide to Your Firm’s Future Success

You Will Learn:

The key to successful cross-selling initiatives, including:

  • Challenges for Modern Day Law Firms
  • Developing Your Compensation System
  • Understanding the Different Types of Origination
  • Origination and Cross-Selling Credits within the Compensation System
  • Preparing for Changes in Origination Credit
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$249.00
 

Trust us, it's not just you, many law firms struggle with cross-selling different practice areas to existing clients.

How many times have you heard these excuses:

  1. "There are no opportunities with this client outside of my practice area."
  2. "We don’t handle that type of law."
  3. "I don't think Jim would be a good personality fit with ACME Co.”

In fact, the average client has 4 major practice needs and 5 minor, but measurable, needs. Yet, on average a primary provider delivers only 1.8 practices to a single client—meaning most law firms deliver one, and a handful service 2 practice areas.

So, what are law firms to do when so many cross-selling initiatives fail, or fall on deaf ears? Two words…origination credit.

Learning Objectives

This powerful resource looks at the key to successful cross-selling initiatives—how to turn selling into a team sport, and manage the origination that ensues. Plus, it explores the problems firms encounter before, during, and after implementing origination and cross-selling credits within the compensation system.

  • Challenges for Modern Day Law Firms
    • Excess Capacity Causes Stress on Profits
    • Origination and Cross-Selling Obstacles to Overcome
  • Developing Your Compensation System
    • Attorneys Must Learn to Embrace Change
    • Decide What Will Be Rewarded and How Should It Be Weighted
    • Avoid Tension Within the Firm by Compensating Your Priorities
    • Financial Considerations in Succession Cases
    • Trends in Compensation
  • Understanding the Different Types of Origination
    • New Client Origination
    • Proliferation of Work from Existing Clients
    • Firm Clients
  • Origination and Cross-Selling Credits within the Compensation System of a Law Firm
    • Client Origination
    • Client Maintenance
    • Matter Proliferation
    • Responsible Partner
    • Production Partner
    • Customized Credits
  • Prepare for Changes in Origination Credit
    • Should Origination Expire or Continue Throughout the Client/Firm Relationship?
  • Monitoring Your Origination and Cross-Selling Credits
    • Tips for Allocating Origination and Cross-Selling Credits
  • How to Teach Your Attorneys to Cross-Sell
    • How To Make Cross-Selling Part of Your Company Culture
  • Fitting Attorneys Into Proper Roles in the Firm
  • Developing a Customized Model of Performance
    • Monitor and Reward Attorneys for Achieving Customized Model Goals

Plus, if you’re not completely convinced that Law Firm Origination and Cross-Selling Credits: A Guide to Your Firm’s Future Success delivers all that we promise, we’ll refund every penny. It’s that simple.

Product ID: 2900

Learn the Dos and Don’ts of Origination Credits and Cross-Selling Legal Services!

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