Busting Silos: How to Turn Cross-Selling from a Concept into Practice

Domain: Business Development

Cross-selling can be a challenging concept to successfully put into practice for reasons many business developers cannot impact, such as law firm culture and partner compensation. Efforts need to be driven from the top-down and supported by firm management and practice group leaders. This session will present a case study focused on a systematic approach to identifying the most effective strategies for facilitating collaboration across multiple practice groups and a road map for implementation. Whether you’re launching a strategic initiative involving three or more practice areas or identifying clients best suited for a teaming approach, learn how to bust silos and capitalize on cross-selling.

Topics include:

  • How to systematize cross-practice collaboration
  • The importance of creating guidelines to maintain a level of service and standard before launching an initiative
  • How to better connect niche specialists across the firm to the sellers
  • Strategies for facilitating collaboration across multiple practices

Aleisha Gravit, Chief Marketing and Business Development Officer, Akin Gump Strauss Hauer & Feld LLP
Jaime Sheldon, Senior Business Development Manager, Akin Gump Strauss Hauer & Feld LLP

Member Price: $59
Prospective Member Price: $79


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Video-Recorded Session

This session includes video, audio and synced presentations for an enhanced virtual learning experience.