Cross-selling remains one of the most high-impact opportunities and persistent challenges facing law firms. While many firms recognize the opportunity, few achieve consistent, measurable results. The gap is one of both strategy and execution. In short, the magic formula is: Trusted Relationships + Value Delivery= New Revenue.
To help your firm activate successful cross-selling initiatives, we invite you to join the first cohort of the Yate Revenue Activation Series: Driving Profitability through Cross-Selling — a unique, action-oriented, learning-while-doing, program designed exclusively for senior business professionals in law firms. Unlike traditional business development programs, our Revenue Activation Series is solution-specific, limited in scope, and laser-focused on real-time implementation. Over 12 weeks, a select group of 12 participants will move beyond discussion and theory to execute a cross-selling initiative, from client identification and value proposition design to successful client engagement.
This is not a training seminar. It is an intensive, hands-on implementation experience. Participants will work in a confidential, small group setting with the Yate team and peers facing similar challenges. Each session is structured to drive action, supported by individual office hours for real-time guidance as you implement each step with your own clients and lawyers. Case studies will be utilized in group sessions to protect confidentiality.
By the end of the program, participants will have:
Selected and prioritized cross-sell target clients
Identified specific client challenges and opportunities
Designed tailored solutions/service offerings and value propositions
Engaged the right lawyers and prepared them for client conversations
Conducted solution-focused discussions with clients
Engaged with clients including the drafting and delivery of new business proposals
This market-driven approach empowers business development leaders to deliver tangible results within three months and build internal momentum for future cross-selling success. Each Yate Revenue Activation program is limited to 12 participants to ensure meaningful engagement and individualized support. The fee for the 12-week program is $5,000 per participant.
If your firm is ready to achieve real cross-selling results, we invite you to join this inaugural cohort. Contact us to explore a team approach (lawyers and BD) exclusive to and customized for your firm.
Goal:
Effectively implement a cross-selling initiative with select clients. By the end of the program, participants will have:
Selected target cross-sell clients
Identified specific client challenges and opportunities to address
Defined tailored solutions/service offerings to address client needs
Enrolled lawyers whose skills are relevant to the solution
Prepared lawyers for client engagement
Engaged with clients to confirm business needs and co-create solutions/service offerings
Drafted proposals
Secured buy-in to present proposals to client decision-makers
Scheduled or completed client cross-sell proposal meetings
Who Should Attend:
CMBDOs
Business development professionals responsible for client cross-selling
Business development team leaders
Client service team leads
Marketing and business development leaders
Practice managers responsible for driving demand and revenue growth
Format:
12-week program
Six small-group sessions (Google Meet)
Kick-off (90 minutes): Program introduction, goal setting, client identification, lawyer engagement
Five follow-up sessions (60 minutes each): Solution development, lawyer/client engagement, proposal preparation and presentation
Weekly “private office hours” for individualized implementation support
Action-oriented: Participants will execute each step and engage with clients during the program
Total Time Commitment: 7 hours (plus implementation work between sessions)
Investment: $5,000 per participant
Cohort Size: Limited to 12 participants
If your senior business professionals are ready to move your firm from strategy to action, we encourage you to reserve a place in this exclusive program. Secure your spot now with the online registration form. Please contact us for enrollment details, customized programs exclusive to your firm, or any other questions.
Dates:
Kickoff Session (90 minutes):
Friday, June 27
10:00 AM Pacific / 12:00 PM Central / 1:00 PM Eastern
Follow-up Sessions (1 hour each):
Friday, July 11
Friday, July 25
Friday, August 8
Friday, August 22
Friday, September 5
(All at 10:00 AM Pacific / 12:00 PM Central / 1:00 PM Eastern)