Cross-selling: Legends, Folktales and Statistics

1. The typical primary law firm provides 3 practices to a single client.

Fiction:
On average, a primary provider delivers 1.8 practices to a single client—meaning most law firms deliver one, and a handful service 2 practice areas. The average client has 4 major practice needs and 5 minor, but measurable, needs. This suggests ample opportunity to focus business development initiatives on existing clients.

2. Improvements in client service performance can have a dramatic impact on your bottom line.

Fact:

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