The Boutique Lawyer Show: Is cross-selling bad for your business?

The Boutique Lawyer Show: Is cross-selling bad for your business?

24 August 2021 By Robyn Tongol
Sue-Ella Prodonovich

Cross-selling should be a result, not a strategy, Sue-Ella Prodonovich argues. Otherwise, you run the risk of “crass-selling”.

On this episode of The Boutique Lawyer Show, host Jerome Doraisamy is joined by returning guest Sue-Ella Prodonovich, who is the principal of Prodonovich Advisory, to discuss some of the potential pitfalls of cross-selling by law firms, particularly in the age of coronavirus, distinguishing cross-selling from “niching down”, and how cross-selling can impact upon the health and success of a legal business.

The pair also discuss the need to seek appropriate feedback from clients about the breadth of service delivery, having as many conversations with trusted advisers about firm offerings, and whether there are any succession strategies and/or creative opportunities that firms can instead be exploring.

Advertisement
Advertisement

  

SPONSORED CONTENT

If you like this episode, show your support by rating us or leaving a review on Apple Podcasts (The Lawyers Weekly Show) and by following Lawyers Weekly on social media: FacebookTwitter and LinkedIn.

If you have any questions about what you heard today, any topics of interest you have in mind, or if you’d like to lend your voice to the show, email This email address is being protected from spambots. You need JavaScript enabled to view it. for more insights!

Plus, in case you missed them, check out our most recent episodes:

The Boutique Lawyer Show: Is cross-selling bad for your business?
Intro image
lawyersweekly logo
The Women in Law Awards is the benchmark for excellence, recognising the empowering women influencing the Australian legal profession, celebrating the female leaders, role models and future champions of the industry. Register for the waitlist today for the opportunity to attend this remarkable awards ceremony and network with top legal professionals and fellow peers.
Visit womeninlaw.com.au