Tag Archives: measure and reward

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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Why Partners Continue to Underdelegate

The benefits of delegating are clear. Some of the main ones are that there is: Learning, career progression and enhanced motivation for the juniors Potentially lower costs to clients (or higher margins for firms) Freeing up of partner time to … Continue reading

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