The Cross-Selling Conundrum
Maybe cross-selling isn't always the road to riches.
Law Firm Basics: How To Cross-Sell Like A Pro
Cross-selling isn’t just about getting clients to buy more legal services, it’s about expanding and solidifying client relationships in a way that’s mutually beneficial...
Chrometa: Turning Time Into Billable Value For Modern Lawyers
Adoption of Chrometa represents more than a technological upgrade; it reflects a professional philosophy that values accuracy, transparency, and efficiency.
Living In A World Of Purchased Endorsements
The rise of social media means that purchased (or gently coerced) endorsements will become increasingly common over time, according to in-house columnist Mark Herrmann. Who will win the endorsements game?
Nothing You Can Say Can Cause Me To Retain You
What forms of business development might actually work? Some thoughts from in-house columnist Mark Herrmann.
Cross-Selling in a Boutique Law Firm
Is it better for a boutique to be focused or diversified? Small-firm columnist Tom Wallerstein shares thoughts on cross-selling.
Buying In: On the Inside
The Anonymous Partner discusses such topics as the billable hour and cross-selling -- with a former senior partner of a Biglaw firm and former general counsel of a major corporation.
Pursuing The Pro Bono Story: A Conversation With Alicia Aiken
This Pro Bono Week, get inspired to give back with PLI’s Pursuing Justice: The Pro Bono Files, a one-of-a-kind podcast hosted by Alicia Aiken.
Inside Straight: Building A Practice — A Case Study
How do you build a practice for a law firm? Everyone has a theory; I’ll provide a case study. In 1997, Congress was about to pass a law that would have been great for America, but horrific for business at the law firm at which I then worked. The firm thus (intelligently) created several committees […]
Inside Straight: Hiring Law Firms Or Lawyers?
Ed. note: This is the latest installment of Inside Straight, Above the Law’s column for in-house counsel, written by Mark Herrmann. Can we just put this one to rest? At every conference, and in many articles, people pose the question: “As a client, do you hire law firms, or do you hire lawyers?” The clients […]