Law Firm Origination and Cross-Selling Credits: A Guide to Your Firm’s Future Success 
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:
- "There are no opportunities with this client outside of my practice area."
- "We don’t handle that type of law."
- "I don't think Jim would be a good personality fit with ACME Co.”
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.
- 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, it explores the problems firms encounter before, during, and after implementing origination and cross-selling credits within the compensation system.
Product ID: 2900