Tag Archives: cross selling

How to Measure Your Sales Pipeline

Firms tend to measure sales predominantly. This is understandable. Sales are important and the figures tend to be indisputable. But might this measure discourage sufficient activity in developing the sales pipeline? One firm I worked with found that it took, … Continue reading

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Tactics for Generating More Internal Referrals

Too many professionals sit in their office expecting others in the firm to bring them work or introductions to clients. They probably won’t! Why? Because: they don’t really know what you do and they don’t fully trust that you will … Continue reading

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How to Cross Sell – Forget E-mail and Get Personal!

Consider this typical scenario. Tom is a tax partner. He’s got a really good insight that is probably relevant to many of his firm’s clients. How should he go about telling his fellow partners and winning instructions? The obvious answer … Continue reading

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Cross-Selling – The Art of Internal Pitching

My thesis on cross selling is quite simple – it doesn’t work in most firms because: the culture and metrics/rewards work against it happening partners don’t realise they should see cross-selling as, in essence,  internal pitching. Getting the Culture Right … Continue reading

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Marketing Litigation Practices – the Funeral Service of the Legal Profession?

  I feel sorry for litigators!  It’s hard for you to know where the next dispute is going to come from. On top of that, nobody wants to talk to you! Clients don’t like to think about conflicts so tend … Continue reading

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The Psychological Barriers to Cross Selling

Whatever approaches management choose to use to address the lack of cross selling, they need to bear in mind the deeper psychological factors. Let’s consider why cross selling isn’t happening to the extent that most firms would wish? Firstly, many partners don’t … Continue reading

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How to Stimulate More Cross Selling Activity in Your Firm…..

Every firm I know wishes they could encourage more cross-selling  — keeping business inside the firm that might otherwise go elsewhere. I started a thread on LinkedIn to get views from others and here’s a simple idea that will get … Continue reading

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