Our firm has consulted with David for many years to improve our culture of business development and general firm leadership. He is knowledgeable, experienced and fun to work with. He is extremely strong on implementation, follow up and accountability."Susan S. Brewer - CEO, Steptoe & Johnson PLLC
When it comes to business development, David Freeman is superb. He brings a cost-efficient and confidence-inspiring approach to the challenging task of improving law firm business development practices. He has a deep understanding of today’s competitive legal services industry, and knows how to teach busy practitioners how to compete and win. I highly recommend David for any organization looking to grow its business." Peter Kellett - Chairman and CEO, Dykema
I had the opportunity to see the impact of David’s work at one of my prior firms, and recommended that he be engaged by two other firms I subsequently joined. As a COO who is responsible for maximizing financial results, David has proven to be an asset who has shown our lawyers how to confidently and effectively pursue their best opportunities."Richard Wolf - Former Chief Operating Officer, Parker Poe LLP
Randy Crispen - PartnerRandy Crispen - PartnerLuce, Forward, Hamilton & Scripps LLP, San Diego
David’s presentations are phenomenal! His experience in the legal arena and expertise in leadership and business development give him the ability to do what few presenters do well: present strategic guidance and practical “to-do’s.” Attendees leave with a greater understanding of how they can make an impact in their firms.” - Adam Severson - Director of Business Development, Baker Donelson, LLP
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Cross-Selling :

Get More Work From Existing Clients

One of the most achievable, yet elusive ways to find new revenue is through cross-selling. It is achievable because we have relationships that can lead to more work. It is elusive because it requires the deft coordination of a complicated set of internal and external interactions.

Successful cross-selling demands a sustainable firm-wide effort. It requires aligning the linkage of the right people, the right planning, the right systems, the right tools, and the right timing. It must overcome obstacles such as lack of trust, resistance to change, poor communication, unproductive planning, untrained leaders, ineffective (or no) teams, underdeveloped selling skills, incomplete tracking, weak follow-through, inadequate measures, and misaligned rewards.

Law Firm CultureShift® has devised an integrated Cross-Serving® approach that can help your firm realize more of its cross-selling potential. Our process is derived from our experience working with thousands of lawyers at nearly 180 firms world-wide. By thoughtfully aligning culture, leadership, planning, training, communication, and implementation, we can help you:

  • Change behavior by reframing cross-selling to cross-serving®
  • Develop the proper roles for leaders
  • Establish a culture of cross-serving®
  • Conduct proper preparation
  • Obtain and utilize client feedback
  • Develop more effective teams
  • Maximize the impact of retreats
  • Provide exceptional client service
  • Build trust between lawyers
  • Develop leadership and selling skills
  • Enhance internal and external communication
  • Develop supportive systems and processes
  • Maintain momentum
  • Devise appropriate measures
  • Align rewards with desired outcomes

To receive a complimentary copy of the cross-selling chapter from my recent book on Business Development, click here.

Contact Us to learn how you can create a Cross-Serving® CultureShift®.