Cross-Selling Services in Firm Retreats

Every firm I know wishes they could encourage cross-selling by their lawyers — keeping business inside the firm that might otherwise go elsewhere.  Here’s a simple idea that will get lawyers talking about the kinds of work they can share within the firm:

1.  Each practice group delegates one lawyer to attend each of the other practice group meetings (whether they’re standalone meetings or part of a larger firm retreat).

2.  In a very short one-minute introduction, each outsider shares the kinds of clients their group serves and the types of work they do.

3.  Then, in a quick five-minute presentation, each practice group “outsider” presents a Letterman-esque Top Ten List, titled: “The Top Ten Ways Your Clients Could Use Us, But Probably Aren’t.”  The list should focus on new legal developments, common “gotcha’s” and non-obvious ways that the practice group’s lawyers could add value to existing relationships.

4.  Give an award for the best, funniest and/or most creative Top Ten List from all the Practice Groups.

5.  Distribute the Top Ten lists to every attorney in the firm.

The presentations can either be done in regular practice group meetings (as a monthly agenda item), or in a series of 5-10 rapid-fire presentations (one for each practice group, a la Ignite Law) that take place at the firm-wide retreat.

The unique format will capture the audience’s attention and, ultimately, keep more client business inside the firm.