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 Read More

By |2018-08-02T14:07:52+01:00August 2, 2018|

Ten tips on cross-selling – Boosting internal networks

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 Read More

By |2016-03-29T12:51:12+01:00March 29, 2016|
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