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Cross-selling in a new working environment (originally published by Legal Practice Management)

11 Aug 2020

This article was originally published by LPM as a blog and is reproduced here with their kind permission.Cross-selling has always been a challenge, it seems, for the legal sector – especially for SME law firms that perhaps think they don’t have the time or resource to push for it as much as they should. As new pressures brought out by the pandemic continue, how can SME law firms improve this area of business development?I hope I’m not crossing any lines by saying that one of the areas of marketing and business development that law firms can struggle with is cross-selling. In my experience, every firm knows they need to do it but the day-to-day pressures of meeting our clients’ deadlines and


How Do You Really Build Your Client Base?

11 Jun 2020

Traditionally, business development hasn’t played a huge part in intellectual property (IP). Clients found their attorneys through recommendation, reputation, or geography, and, as long as they were looked after, the client would stay with that firm and the relationship would be passed down to the next generation when a partner retired. Today, things are very different ...


Tenandahalf’s Practice Builder’s Manual: Delivering all the BD training you’ll need … from a distance

31 May 2020

We have just launched The Practice Builders’ Manual, a unique electronic subscription that will deliver all the business development training your fee earners need …from a distance!


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