We use cookies on this site to enable your digital experience. By continuing to use this site, you are agreeing to our cookie policy. close
Focus On
NEW In-House Counsel | Insurance | Intellectual Property | Immigration | Natural Resources | Real Estate | Tax

The Coach: Don’t sell your clients, serve them | Gary Mitchell

Tuesday, February 27, 2018 @ 11:27 AM | By Gary Mitchell

Years ago I coined the phrase “cross-serving” to replace the outdated phrase “cross-selling.” I am confident I was the first one to use it in articles, presentations and my coaching work. Nonetheless, it’s important on a couple of levels.

First as we all know, most lawyers despise the idea of selling. They find it beneath them. Most of the time they are not comfortable engaging in what they perceive selling to be. More importantly, in professional services your focus should always be on service. Serving your...