Visiting recently with a former colleague, I was reminded of a scenario that plays out all too frequently in multi-office firms. Relationship lawyers, faced with pressure from above to “cross sell,” try to introduce their clients to partners in the firm’s new office in (pick a city) or the latest lateral hire in (pick a city). In most cases, and as was the case in the story being told, the referring partner had no relationship with his new partner and no understanding of how good a lawyer the new partner was. I wonder how the client felt in these circumstances. Perhaps she felt the way people do when confronted the notorious used car salesman- “buy this car. I don’t anything about who drove it or how it was driven, but its a great car.” Then the tires fall off on the way home. Makes me wonder whether cross-selling a new office, new partner or new practice group is ever good for the client and whether any success stories are only a matter of chance.
