CMO Series Podcast Special: Unpacking the 2026 Cross-Selling & Collaboration Report with James Barclay

Episode notes

55% of law firms say cross-selling is one of their most important levers for revenue growth, yet only 19% strongly agree they're effective at it. That gap between ambition and execution is at the heart of our latest research and it's costing firms real revenue and opportunities. Today on the CMO Series Podcast, Dionne Cole is joined by James Barclay, CEO of Passle Inc, to discuss the findings from our 2026 Cross-Selling & Collaboration Report , produced in partnership with Hayhurst Consultancy. With responses from 100 managing partners and lawyers across the top 200 US and top 100 UK law firms, the report reveals a significant collaboration gap and a clear roadmap for firms looking to close it. James explores what the data really means, from the paradox of rate increases driving both growth and client churn, to the visibility challenges that prevent lawyers from cross-selling effectively, and what the firms getting it right are doing differently. Dionne and James discuss: The real business pressures that are pushing firms to rethink how they generate work across practices. Why firms talk about cross‑selling far more than they successfully deliver it.

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