Cross-selling

Sending out the right cross-selling signals

Cross-selling is not wrong in itself, says Paul Denvir. It is just the way that professional services firm go about it that can get them into trouble. The good news is that an ethical approach to cross-selling is also the most effective. Read more here

The challenges of cross-selling

Many law firms tell us they wished their clients had a greater understanding of what they do, but they feel that promoting their additional skills and expertise could be viewed as “pushy” or overly “salesy”. They worry about jeopardising great client relationships. Read more here

Specialist – the art of cross-selling

Many QS firms tell us that they wished their clients had a greater understanding of what they do. But they feel that promoting their additional skills and expertise could be viewed as ‘pushy’ and jeopardise great relationships. Cross selling can indeed come across as such, but only when it is handled badly. But when done well, it can bring immense value to both client and firm. Read more here

Jekyll or Hyde

Have you ever wondered why one of your clients didn’t consider your firm for a particular piece of work?  Do you sometimes feel that your client’s view of your firm and its expertise is limited?  Do you ever wish you could help a client more with their business plans and aspirations? Read more here

The Bigger Picture

Offering a broader range of services to existing clients is not as easy as simply ‘cross-selling’ expertise.  A different approach is required; writes Romey Ghadially and Gary Williams. Read more here

Can cross-selling work in professional services?

Every managing partner of every professional services firm we know wants their people to do more cross-selling.  Few professional advisers, however, want to follow in the footsteps of bank managers who were once seen as trusted business advisers but are now regarded by many as peddlers of financial products. Read more here

Trust me – I’m not a salesman

Every managing partner of every accountancy firm we know wants his / her people to do more cross-selling. But few accountants want to follow in the footsteps of bank managers who were once seen as trusted business advisors, but are now regarded by many as peddlers of financial products. Read more here

The fear factor

Here’s the situation. Your firm has noticed the massive opportunities to cross-sell services to existing clients. Your research suggests that your clients are currently engaging other firms for services you believe your firm is better placed to provide. Your managing partner continually reminds you and your colleagues that generating work from existing clients should be easier than finding new ones and that the work is more profitable. Read more here

Is cross-selling ethical?

Clients may be mistrustful of their suppliers’ efforts to cross-sell services in the wake of the Enron scandal, but Paul Denvir of The PACE Partnership argues that ethical cross-selling will be welcomed and is the key to success for both clients and suppliers. Read more here