Darryl Cross is the Vice President of Client Profitability for LexisNexis. In this position, he reviews the marketing efforts of many lawyers and law firms. After all, it’s marketing… and selling… that creates the revenue from which profitability will result. Darryl discusses with Ed the differences between marketing and selling… and why lawyers either fear or hate to sell their professional services. Darryl and Ed also discuss several easy ways in which reluctant lawyers can be more effective and thus thrive in this downturned economy.
22 minutes, 24 seconds