Squeeze on BigLaw Gets Tighter and Tighter

Jane Genova: Speechwriter - Ghostwriter

Cross selling can be a piece of cake. " This is how it will go: Epstein Becker lawyers will provide counsel to Deloitte clients on workplace issues. And, Deloitte will refer its clients to Epstein Becker.

2019 52

Branding - Disruptor Role in Legal Services

Jane Genova: Speechwriter - Ghostwriter

The edge PwC has in gaining market share is that it can cross sell to its accounting clients. Some, such as Scott Galloway, contend search engines and Alexa are killing branding. Galloway argues that in his seminal book "The Four."

2018 52

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BigAccounting - Will It Eat BigLaw's Lunch

Jane Genova: Speechwriter - Ghostwriter

Their edge includes strong branding, ability to cross-sell to their current client base, and a menu of services broader than simply legal. Clients and prospects also may prefer one-stop shopping since it can give them leverage in negotiating billing. Being a major client in several categories for a professional services firm brings tremendous clout in setting pricing.   Branding careers Current Affairs Games legal Personal Musings Rebranding Selling

2017 40

Protecting the Brand - Leadership Changes at Boies Schiller

Jane Genova: Speechwriter - Ghostwriter

They have the edge of cross-selling to current clients. Legal media outlets keep hammering: 2018 was not a good brand year for David Boies.

2018 52

The Rental Economy: That changes the rhetoric of sales, pitching

Jane Genova: Speechwriter - Ghostwriter

Instead of embedding in the selling process or pitch language about The Relationship, the words and tone are focused on one product or service in concrete ways.  There is also less room to upsell or cross sell.  Not long term clients

2014 61

Middle Managers Losing Jobs (and more) in 1980s Corporate Restructuring - Now, Lawyers Will Be Going Through That

Jane Genova: Speechwriter - Ghostwriter

They have the edge of cross-selling to current clients their legal services. I help, not sell. Branding careers Current Affairs Games Generational Divide legal Personal Musings Selling Values Web/TechIt's palpable. The legal sector is overdue for disruption.

2019 52

Consumer Brands - End of That Era (beginning in 1930s at P&G)

Jane Genova: Speechwriter - Ghostwriter

And, in selling, PwC has the edge of being trusted by its accounting clients. So, cross-selling doesn't require any heavy lifting. "Google signaled the end of the brand era as consumers, armed with search, no longer need to defer to the brand." 

2018 52