The Secret to Cross-Selling Legal Services DATE: Friday, October 10, 2003 12:00 PM - 01:30 PM Eastern 11:00 AM - 12:30 PM Central 10:00 AM - 11:30 AM Mountain 09:00 AM - 10:30 AM Pacific 08:00 AM - 09:30 AM Alaska 07:00 AM - 08:30 AM Hawaii LOCATION: On the Web. You can attend with an Internet-connected computer and a telephone.

Now is the time you must focus on cross-selling. New surveys of corporate counsel warn that major clients are cutting back on the number of law firms they use, according to The BTI Consulting Group. This program should be the topic of your next Marketing Committee or Practice Group meeting.

You can have two experts on the topic -- former general counsel Jim Durham and Larry Bodine, a marketing consultant with 10 years' experience -- address your lawyers at your cross-selling meeting. Simply register for the online Web program "The Secret to Cross-Selling Legal Services" on Friday October 10. Using a projector and speaker phone in a conference room you can display the program for your entire group.

To sign up call toll-free 800.775.7654. Go to https://www.krm.com/regonline/lmpvcregs.nsf/lmp8035-0 to sign up online immediately.

Here's what you'll get:

• The four elements that must be present for cross-selling to work.
• The strategy to launch cross-selling and keep it accelerating.
• Overcoming the unspoken objections to cross-selling.
• One-on-one techniques to jump-start cross-selling of your firm's services.
• Organized actions that will make cross-selling grow firm-wide.
• Four key internal activities that are needed to support cross-selling.
• The top two external tactics that law firms use to propel cross-selling.

Cross-selling is an elusive goal for law firms nationwide. It's more important now than ever, and that's why Durham and bodine teamed up to create this knockout program. Statistics show that Fortune 1000 companies are using 20% fewer core law firms than last year, according to The BTI Consulting Group. Don't let your law firm be the one that is cut. Cross-selling is the answer.

Jim Durham has been successful as a lawyer in private practice, as an in-house counsel, and as a law firm marketing director. Bodine has also practiced law, been a law firm marketing director and founded the LawMarketing Portal web site. Working as a marketing consultant, Larry advises law firms across the country. Cross-selling is a topic they know well.

What You'll Learn

"The Secret to Cross-Selling Legal Services" on Friday, October 10, will cover proven techniques that are actually working now in law firms. This is not a program with professors talking about theory. It's a business development program for lawyers who want practical advice. In their consulting practices, Durham and Bodine visit law firm and talk to partners across the country.

Bodine will tell attendees about the ingenious approach used by a 600-lawyer national firm to get partners automatically cross-selling. There's also the method used by nation's largest employee benefits firm to prompt lawyers to contribute cross-selling ideas. And Bodine will explain to attendees how a Texas law firm, which has 52 lawyers in "The Best Lawyers in America," built 50 teams that focus on cross-selling.

Durham has trained thousands of lawyers in practice development, he'll explain how cross-selling works one-on-one. You don't have to be a pushy salesman. All you need is the right preparation, questions and attitude, and your clients will spell out what other services they need from your firm.

There are many benefits to having a successful cross-selling program. Your best clients will be giving you more work. You'll be keeping more of your lawyers busy. And if a partner leaves the firm, the client will stay with you. The list goes on.

It's all in "The Secret to Cross-Selling Legal Services" on Friday, October 10. Invite your lawyers today to a conference room in your firm, so they can see and hear our Web-based, interactive seminar, using real-time presentation graphics and a speaker phone. Don't put this off. Call toll-free 800.775.7654 or register online.