Generate revenue by confidently exploring client’s needs and positioning your network’s collective experience
The Capability Gap
Cross-selling can feel like the ‘lion’s den’ for many professionals. Their deep technical knowledge is not only a central part of the significant value they offer to clients – it is also often their comfort zone and platform of confidence.
Stepping beyond their own expertise can present a significant challenge, however they must do so with confidence in order to build a deeper, more strategic understanding of their clients’ multi-practice legal requirements.
Only then can professionals position their organisation’s full range of services and, through the development of a more strategic relationship, drive revenue growth.
- Develop your strategic curiosity, deepening your understanding of your client’s big picture context
- Confidently explore areas outside your area of expertise with power questions and listening
- Handle the unknown by leveraging the organisation’s collective value proposition
- Learn about your colleagues’ ‘so what’ value proposition
Delivery tailored to participant level
90 mins – 3.5 hours
In person or virtual