For many professionals investing time in cultivating relationships with colleagues and contacts is time well spent.  One individual can, over time, send many business opportunities your way. Indeed, for some professionals, their referrers are effectively their key clients.

And like a good client, your relationship with a referrer needs careful management.  You want to ensure that they think of you when an opportunity arises, and this requires that you keep in touch with…

Cross-selling approachesMost professional services firms recognise their existing client base is a key source for increased revenue. Cross-selling additional support to a client is often an easier opportunity to convert and comes with a lower cost of sale.

We do, however, come across professionals who say they are uncertain about how best to cross-sell and, in particular, introduce colleagues into their client relationships. So in this article we’ve shared some of the…

Encouraging cross referrals from colleaguesColleagues should be a major source of work opportunities and referrals for most professionals. It makes commercial sense to blend complementary expertise and seek to offer clients broader support from within the firm.  In reality, though, professionals are sometimes disappointed by cross referrals and the volumes of business leads that originate from within their firm.

A silo-mentality can miss key cross referral opportunities

A common issue behind this is…