A Country Desk initiative at a law firm is a coordinated attempt at structuring and optimizing the relationships with stakeholders in a country or region where the Firm has no formal presence (and is usually not allowed to practice), but that is of significant commercial interest. Country desks are especially relevant for law firms that have a high percentage of their revenue coming from cross-border work.
Cross-selling and Cross-serving
The objective of cross-selling is increasing Share-of-Wallet (“SWO”), the percentage of the total legal spend of your client that goes to your firm, by convincing clients to start buying services
