Midwest Region

Creating a Cross-Serving Culture Shift: Mastering Cross-Selling for Lawyers and Leaders

August 24, 2017 | 11:30 AM - 1:30 PM

David H. Freeman, J.D.

Studies have shown that effective cross-selling can take less time, and be more profitable, than many other methods of bringing in new work. However, while many firms talk about cross-selling, few truly understand how to maximize their opportunities..

In this program, we will dissect the cross-selling process to see what makes it tick. We will reframe the focus from selling to providing exceptional service, identify major obstacles and introduce 13 Key Accelerators of cross-serving activity. Participants will leave this session with a greater understanding of:

  • What firm leaders and individual lawyers can do to drive more, and better, cross-serving activity
  • How to get lawyers to willingly give more of their time and energy toward cross-serving
  • The common obstacles that impede cross-serving success
  • How to improve performance in some of the key “Accelerators” of cross-serving activity


Jones Day
901 Lakeside Avenue E
Cleveland, Ohio 44114

Ice Miller LLP
250 West St., Suite 700
Columbus, OH 43215

Graydon Head & Ritchey LLP
312 Walnut St., Suite 1800
Cincinnati, OH 45202

David Freeman, J.D. will be at Jones Day in Cleveland; his presentation will be simulcast to the other two locations. Participants in all cities will be able to interact in real time.

Lunch will be provided.

Registration Fee

$25 LMA Members
$40 Non-Members and any registrations after August 21

Note: You must be logged in to the LMA website to receive the member rate.


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About Our Presenter

David H. Freeman, J.D., Founder of Law Firm CultureShift® and the CEO of David Freeman Consulting Group, is a two-time best-selling author, and for three consecutive years he was voted the top business development coach and consultant in nationwide National Law Journal surveys. For over 22 years, he has worked with nearly 200 law firms, including over 40% of the AmLaw 200. He is a Trusted Advisor with the Professional Development Consortium and a Fellow at the College of Law Practice Management.

Payment Information

Credit card and direct debit payments are only available online. Credit cards and direct debit payments will not be accepted at the door.

Cash or checks made payable to "LMA Midwest Region" will be accepted at the door..

The deadline for registration is Monday, August 21, 2017.

Walk-ins and those who register after August 21 will be charged the non-member rate of $40.

LMA Midwest Region reserves the right to cancel the registration of any registrant with an outstanding balance..

Should you need to cancel your registration, please contact events@lmamidwest.org prior to August 21. According to LMA Midwest Region policy, all no-shows and cancellations after August 21 will be billed the full registration rate.