Cross-selling is the most common promise in lateral recruiting—and the one most likely to under-deliver. Firms will tout their "enterprise clients" and "collaborative culture," but the reality often involves siloed partners and protective origination structures that keep those doors locked.

In this episode, Andrew Wilcox—legal recruiter since 2003—provides a framework for verifying cross-selling potential before you sign. Learn how to look past the client list to evaluate the structural incentives and cultural behaviors that actually drive internal referrals.

Don't start by asking if the firm has clients that need your work. Start by asking if the firm’s culture allows for those clients to be shared.

• The Specificity Test: Ask for a concrete example of a cross-selling success from the last 12 months. Firms with a genuine referral culture will have stories; those with "aspirational" cultures will offer vague generalities.

• The Origination Incentive: What happens to credit when business crosses lines? If the originating partner keeps 100% of the credit while the receiving partner gets none, the economic structure is actively working against you.

• The Trusted Introduce: Introductions are built on competence trust and interpersonal trust. Does the firm have formal mechanisms (like industry teams or internal retreats) to build this trust, or is it left to chance?

A firm’s organizational chart can tell you more about cross-selling than its marketing deck. Look for these structural strengths:

• Adjacent Practice Strength: Does the firm have "feeder" groups—like robust M&A, Real Estate, or Private Equity teams—that naturally require your specific downstream expertise?

• Geographic Alignment: Referrals often follow proximity. If the firm’s key clients are in New York but your practice is in Los Angeles, the geographic disconnect can act as a natural barrier to cross-selling.

• Integration Track Record: Ask about laterals who joined in the last 3 years. Have they successfully integrated into institutional accounts, or are they still operating as "islands"?

"Go into any new firm assuming that cross-selling must be earned. You have to give referrals before you expect to receive them. The best cross-selling stories start with attorneys who built internal trust first and let the business follow naturally." — Andrew Wilcox

If you’re evaluating a firm that’s promising "limitless" cross-selling, let’s talk. I can help you vet their track record and see if the platform actually delivers on its claims.

• Email: Andrew@Wilcox-legal.com

• LinkedIn: Connect with Andrew Wilcox