Crosss-Selling Survey

David H. Freeman, J.D., best-selling author of Secrets of the Masters: The Business Development Guide for Lawyers, is writing another book for the Ark Group on the topic of cross-selling.

To support David in his research, we request your assistance by responding to this very short survey on issues and opportunities relating to cross-selling. As a thank you for your responses, we will be providing you with early access to the survey results and an extended pre-publication discount on the price of this upcoming book.

	1 = Not an issue in my firm	2	3 = Somewhat of an issue	4	5 = A highly significant issue in my firm
Inaction by relationship partners	Inaction by relationship partners 1 = Not an issue in my firm	Inaction by relationship partners 2	Inaction by relationship partners 3 = Somewhat of an issue	Inaction by relationship partners 4	Inaction by relationship partners 5 = A highly significant issue in my firm
Poor internal understanding of the scope of our firm’s services	Poor internal understanding of the scope of our firm’s services 1 = Not an issue in my firm	Poor internal understanding of the scope of our firm’s services 2	Poor internal understanding of the scope of our firm’s services 3 = Somewhat of an issue	Poor internal understanding of the scope of our firm’s services 4	Poor internal understanding of the scope of our firm’s services 5 = A highly significant issue in my firm
Poor external communication to targeted clients regarding available cross-practices	Poor external communication to targeted clients regarding available cross-practices 1 = Not an issue in my firm	Poor external communication to targeted clients regarding available cross-practices 2	Poor external communication to targeted clients regarding available cross-practices 3 = Somewhat of an issue	Poor external communication to targeted clients regarding available cross-practices 4	Poor external communication to targeted clients regarding available cross-practices 5 = A highly significant issue in my firm
Poor coordination between practice groups to pursue cross-opportunities	Poor coordination between practice groups to pursue cross-opportunities 1 = Not an issue in my firm	Poor coordination between practice groups to pursue cross-opportunities 2	Poor coordination between practice groups to pursue cross-opportunities 3 = Somewhat of an issue	Poor coordination between practice groups to pursue cross-opportunities 4	Poor coordination between practice groups to pursue cross-opportunities 5 = A highly significant issue in my firm
Poor coordination between offices to pursue cross-opportunities	Poor coordination between offices to pursue cross-opportunities 1 = Not an issue in my firm	Poor coordination between offices to pursue cross-opportunities 2	Poor coordination between offices to pursue cross-opportunities 3 = Somewhat of an issue	Poor coordination between offices to pursue cross-opportunities 4	Poor coordination between offices to pursue cross-opportunities 5 = A highly significant issue in my firm
Not targeting the firm’s best cross-opportunities	Not targeting the firm’s best cross-opportunities 1 = Not an issue in my firm	Not targeting the firm’s best cross-opportunities 2	Not targeting the firm’s best cross-opportunities 3 = Somewhat of an issue	Not targeting the firm’s best cross-opportunities 4	Not targeting the firm’s best cross-opportunities 5 = A highly significant issue in my firm
Loyal existing relationships between the client and another law firm	Loyal existing relationships between the client and another law firm 1 = Not an issue in my firm	Loyal existing relationships between the client and another law firm 2	Loyal existing relationships between the client and another law firm 3 = Somewhat of an issue	Loyal existing relationships between the client and another law firm 4	Loyal existing relationships between the client and another law firm 5 = A highly significant issue in my firm
Lack of trust between lawyers for sharing opportunities	Lack of trust between lawyers for sharing opportunities 1 = Not an issue in my firm	Lack of trust between lawyers for sharing opportunities 2	Lack of trust between lawyers for sharing opportunities 3 = Somewhat of an issue	Lack of trust between lawyers for sharing opportunities 4	Lack of trust between lawyers for sharing opportunities 5 = A highly significant issue in my firm
Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.)	Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.) 1 = Not an issue in my firm	Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.) 2	Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.) 3 = Somewhat of an issue	Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.) 4	Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.) 5 = A highly significant issue in my firm
Lack of capacity to handle the work	Lack of capacity to handle the work 1 = Not an issue in my firm	Lack of capacity to handle the work 2	Lack of capacity to handle the work 3 = Somewhat of an issue	Lack of capacity to handle the work 4	Lack of capacity to handle the work 5 = A highly significant issue in my firm
Compensation system that does not support cross-selling activity	Compensation system that does not support cross-selling activity 1 = Not an issue in my firm	Compensation system that does not support cross-selling activity 2	Compensation system that does not support cross-selling activity 3 = Somewhat of an issue	Compensation system that does not support cross-selling activity 4	Compensation system that does not support cross-selling activity 5 = A highly significant issue in my firm
Lack of comfort and skill in pursuing cross-opportunities	Lack of comfort and skill in pursuing cross-opportunities 1 = Not an issue in my firm	Lack of comfort and skill in pursuing cross-opportunities 2	Lack of comfort and skill in pursuing cross-opportunities 3 = Somewhat of an issue	Lack of comfort and skill in pursuing cross-opportunities 4	Lack of comfort and skill in pursuing cross-opportunities 5 = A highly significant issue in my firm
Lack of planning	Lack of planning 1 = Not an issue in my firm	Lack of planning 2	Lack of planning 3 = Somewhat of an issue	Lack of planning 4	Lack of planning 5 = A highly significant issue in my firm
Leaders who don’t effectively manage ongoing follow-up of cross-opportunities	Leaders who don’t effectively manage ongoing follow-up of cross-opportunities 1 = Not an issue in my firm	Leaders who don’t effectively manage ongoing follow-up of cross-opportunities 2	Leaders who don’t effectively manage ongoing follow-up of cross-opportunities 3 = Somewhat of an issue	Leaders who don’t effectively manage ongoing follow-up of cross-opportunities 4	Leaders who don’t effectively manage ongoing follow-up of cross-opportunities 5 = A highly significant issue in my firm

1 = Not an issue in my firm

3 = Somewhat of an issue

5 = A highly significant issue in my firm

Inaction by relationship partners

Inaction by relationship partners 1 = Not an issue in my firm

Inaction by relationship partners 2

Inaction by relationship partners 3 = Somewhat of an issue

Inaction by relationship partners 4

Inaction by relationship partners 5 = A highly significant issue in my firm

Poor internal understanding of the scope of our firm’s services

Poor internal understanding of the scope of our firm’s services 1 = Not an issue in my firm

Poor internal understanding of the scope of our firm’s services 2

Poor internal understanding of the scope of our firm’s services 3 = Somewhat of an issue

Poor internal understanding of the scope of our firm’s services 4

Poor internal understanding of the scope of our firm’s services 5 = A highly significant issue in my firm

Poor external communication to targeted clients regarding available cross-practices

Poor external communication to targeted clients regarding available cross-practices 1 = Not an issue in my firm

Poor external communication to targeted clients regarding available cross-practices 2

Poor external communication to targeted clients regarding available cross-practices 3 = Somewhat of an issue

Poor external communication to targeted clients regarding available cross-practices 4

Poor external communication to targeted clients regarding available cross-practices 5 = A highly significant issue in my firm

Poor coordination between practice groups to pursue cross-opportunities

Poor coordination between practice groups to pursue cross-opportunities 1 = Not an issue in my firm

Poor coordination between practice groups to pursue cross-opportunities 2

Poor coordination between practice groups to pursue cross-opportunities 3 = Somewhat of an issue

Poor coordination between practice groups to pursue cross-opportunities 4

Poor coordination between practice groups to pursue cross-opportunities 5 = A highly significant issue in my firm

Poor coordination between offices to pursue cross-opportunities

Poor coordination between offices to pursue cross-opportunities 1 = Not an issue in my firm

Poor coordination between offices to pursue cross-opportunities 2

Poor coordination between offices to pursue cross-opportunities 3 = Somewhat of an issue

Poor coordination between offices to pursue cross-opportunities 4

Poor coordination between offices to pursue cross-opportunities 5 = A highly significant issue in my firm

Not targeting the firm’s best cross-opportunities

Not targeting the firm’s best cross-opportunities 1 = Not an issue in my firm

Not targeting the firm’s best cross-opportunities 2

Not targeting the firm’s best cross-opportunities 3 = Somewhat of an issue

Not targeting the firm’s best cross-opportunities 4

Not targeting the firm’s best cross-opportunities 5 = A highly significant issue in my firm

Loyal existing relationships between the client and another law firm

Loyal existing relationships between the client and another law firm 1 = Not an issue in my firm

Loyal existing relationships between the client and another law firm 2

Loyal existing relationships between the client and another law firm 3 = Somewhat of an issue

Loyal existing relationships between the client and another law firm 4

Loyal existing relationships between the client and another law firm 5 = A highly significant issue in my firm

Lack of trust between lawyers for sharing opportunities

Lack of trust between lawyers for sharing opportunities 1 = Not an issue in my firm

Lack of trust between lawyers for sharing opportunities 2

Lack of trust between lawyers for sharing opportunities 3 = Somewhat of an issue

Lack of trust between lawyers for sharing opportunities 4

Lack of trust between lawyers for sharing opportunities 5 = A highly significant issue in my firm

Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.)

Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.) 1 = Not an issue in my firm

Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.) 2

Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.) 3 = Somewhat of an issue

Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.) 4

Not understanding the relationship partner’s needs (e.g., look good, protect the relationship, deliver great service, etc.) 5 = A highly significant issue in my firm

Lack of capacity to handle the work

Lack of capacity to handle the work 1 = Not an issue in my firm

Lack of capacity to handle the work 2

Lack of capacity to handle the work 3 = Somewhat of an issue

Lack of capacity to handle the work 4

Lack of capacity to handle the work 5 = A highly significant issue in my firm

Compensation system that does not support cross-selling activity

Compensation system that does not support cross-selling activity 1 = Not an issue in my firm

Compensation system that does not support cross-selling activity 2

Compensation system that does not support cross-selling activity 3 = Somewhat of an issue

Compensation system that does not support cross-selling activity 4

Compensation system that does not support cross-selling activity 5 = A highly significant issue in my firm

Lack of comfort and skill in pursuing cross-opportunities

Lack of comfort and skill in pursuing cross-opportunities 1 = Not an issue in my firm

Lack of comfort and skill in pursuing cross-opportunities 2

Lack of comfort and skill in pursuing cross-opportunities 3 = Somewhat of an issue

Lack of comfort and skill in pursuing cross-opportunities 4

Lack of comfort and skill in pursuing cross-opportunities 5 = A highly significant issue in my firm

Lack of planning

Lack of planning 1 = Not an issue in my firm

Lack of planning 2

Lack of planning 3 = Somewhat of an issue

Lack of planning 4

Lack of planning 5 = A highly significant issue in my firm

Leaders who don’t effectively manage ongoing follow-up of cross-opportunities

Leaders who don’t effectively manage ongoing follow-up of cross-opportunities 1 = Not an issue in my firm

Leaders who don’t effectively manage ongoing follow-up of cross-opportunities 2

Leaders who don’t effectively manage ongoing follow-up of cross-opportunities 3 = Somewhat of an issue

Leaders who don’t effectively manage ongoing follow-up of cross-opportunities 4

Leaders who don’t effectively manage ongoing follow-up of cross-opportunities 5 = A highly significant issue in my firm

Crosss-Selling Survey

Questions

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* 1. On a scale of 1 to 5, how would you rate the impact of these typical obstacles to cross-selling?

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* 2. Do you face any other obstacles in addition to those identified above?

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* 3. What approaches have been effective for generating cross-selling in your firm?

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* 4. In order to receive early access to the full survey results and to receive a discount on David’s new book, please complete the following information: