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
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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