Well, really … why should he? I mean, knowing that people do things for their own reasons and not for yours, what’s in it for your partner to cross-sell you? Why should he introduce you to his client and promote you as someone who could help with a particular issue? Okay, I suppose there are several reasons you might suggest. But until your partner knows you are the best and the right lawyer for the job, you won’t be cross-sold. (Unless your partner’s nuts. But that’s another conversation altogether.) And it's your job to make sure he knows you've absolutely got the right stuff.
Originally published June 4, 2012
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