Lawyers who do not refer clients to colleagues for fear of appearing pushy are costing their firms millions in lost revenue, a new study has found.  

Cross-selling is the biggest missed opportunity to boost profits, according to three-quarters of senior law firm marketers, with almost half (49%) claiming that lawyers don’t try because they don’t want to seem too forward.

Lack of interest or incentives was an issue for a third (33%) and 28% said their fee-earners preferred to refer work to contacts outside the firm. 

Disinclination to share clients, uncertainty about how to approach them, a lack of time and also a lack of understanding about the different services their firm offered were also listed among the reasons.

Read more via PSM - The Professionals.