Why Won’t My Partner Cross-Sell Me?

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
Last updated May 5, 2018
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