Course description
Find out what professionals can learn from business development specialists in how best to cross-sell services to clients.
Tony Reiss’ thesis on cross-selling is quite simple - it doesn’t work in most firms because the culture and metrics/rewards work against it happening, and partners don’t realise they should see cross-selling as, in essence, internal pitching.
This virtual classroom seminar will provide you with some effective cross-selling strategies, exploring how to get the culture and metrics right, the psychological barriers that need to be addressed, successful strategies and tactics, and making cross-selling happen. Tony has more than 20 years' experience working for professional service firms, initially at Deloitte and then as the BD Director of the firm now known as CMS.
Upcoming start dates
Outcome / Qualification etc.
Training Course Content
Introduction
Find out what professionals can learn from business development specialists in how best to cross-sell services to clients.
Tony Reiss’ 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
If you are looking for some effective cross-selling strategies, then this virtual classroom seminar is for you.
What You Will Learn
This live and interactive session will cover the following:
- Why cross-selling typically doesn’t work in most firms
- How firms go about cross-selling and what the client perceptions are
- Getting the culture and metrics right
- How some firms make cross-selling harder by measuring and rewarding the wrong behaviours
- The role of key account partners and teams
- The psychological barriers that need to be addressed
- The importance of tailoring approaches and building trust with colleagues
- Successful strategies and tactics
- The cross-selling matrix (new services to existing client contacts is easier than introducing new services to others at the client)
- A comparison between approaches adopted by two of the largest firms
- Hypothetical exercise - how to introduce tax services to clients of a firm
- Making cross-selling happen
- Successful case studies
- The role of management and heads of practice groups
Expenses
MBL Seminars Limited
MBL is a leading learning and development provider for professional service firms. Over the past 18 years, more than 198,000 people across 23,000 different organisations spanning 81 countries, have chosen us to deliver their training. With over 800 expert speakers...