Business development Linked to this is the ability to sell additional services. Throughout the report, clients highlighted opportunities for the firm. Using a product based approach to cross selling is unlikely to succeed with clients. It is increasing its focus on chosen sectors in which it is steadily building its reputation regionally and nationally. Most firms have the knowledge and can do an excellent job.
Most firms know it is in their best interest to appear friendly and guard against arrogance.
Most firms are busy, leaving partners not enough hours in the day to do the job, let alone other time consuming 'marketing' activities. Having delivered excellence and built rapport with the client, the lawyer should understand the client and his broader needs. This is not being pushy, this is what clients want . Even this strategy will not guarantee success in itself due to the level of competition and numbers of firms which are working on the same basis. Build consistent values and styles which cross all practice areas Stop being backward in coming forward.