A personal approach to cross-selling

Posted on: August 2, 2018 A personal approach to cross-selling

In my blog posts about referrer management and cross-selling, I usually tackle the subject from a firm-wide perspective – goals, strategy, planning, change management, systems, information, rewards and measurement. But many lawyers, accountants and surveyors – especially those at the early stages of their career – ask me what they can do personally to support […]

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Ten tips on cross-selling – Boosting internal networks

Posted on: March 29, 2016 Internal network - top tips for cross-selling

At a recent seminar on referrer and intermediary management, we turned our attention to the importance of internal referrals – What is commonly known as cross-selling. Here are the top ten tips on cross-selling picked by the delegates 1. Provide interesting internal talks (and follow up) Some firms organise “Brown Bag Lunches” (you have to take […]

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Four themes in referrer management – for lawyers and accountants in the UK and internationally

Posted on: June 19, 2015

Intermediary and referrer management was the topic for a full day session at a recent MBL training event in London and also a recent conference session for international accountants in the CPAAI network in Amsterdam. Referrer and intermediary management is one of my key themes this year and I have presented a number of public […]

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