Cross-selling Healthcheck

Virtually every professional service firm feels the need to be better at cross-selling, but few succeed. At The PACE Partners, we believe this is because many firms try to develop the necessary process(es), skills, trust and leadership in a vacuum.

In the 15 years of working closely with major professional services firms, we have identified 8 core issues impacting on cross-selling success. This has enabled us to develop our Cross-selling Healthcheck – a diagnostic tool for professional services firms, which analyses performance against the eight core issues.

What does it do?
The Cross-selling Healthcheck is a perception questionnaire, completed by a firm. In doing so, they receive a report which gives a detailed assessment their approach to cross-selling. This provides:

A snapshot of current strengths and weaknesses in their approach
An identification of the areas where support and development is needed to realise greater opportunities

How can it help?
Some firms use a number of their people to complete the questionnaire, in order to obtain a more holistic view of its overall performance in this area. As a result the Healthcheck is a valuable tool when used:

To determine the short and long-term strength of the client portfolio and service streams
To identify and support cross-selling and client development strategies
Alongside fee-income reports – to understand how certain activities and approaches result in particular income levels from existing clients
As part of a firm’s Personal Development Reviews/Appraisal Systems – to ensure support and development are given in the areas that need it most
As a guide for a firm’s marketing and business development plans – to focus investment on the most needed areas

For more information about using our Healthcheck service, please contact Shelley Hill on tel. +44 (0)1932 260062.