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Generate revenue by confidently exploring client’s needs and positioning your network’s collective experience

Sales and Business Development
Case Studies

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.

Learning Outcomes

  • 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

Workshop Format

Delivery tailored to participant level

Delivery tailored to participant level

Length of session

90 mins – 3.5 hours

In person or virtual

In person or virtual

Number of participants

24 participants

Indicative Workshop Content

Cross-selling So What (Gardner)

Being a Strategic Enabler:
Inside Out/Outside in

Strategic ‘Big Picture’ Curiosity – widening the sphere of enquiry (Achieve, Fix, Avoid)

Thick Data: Listening for the relationship

Dealing with the unknown – handling questions outside your areas of expertise

Unforgettable Learning Experiences

Service Ignition

Beyond your job description
Service Ignition builds confidence in the participants ability to articulate their collective value as a team.

This exercise encourages participants to express what it is they offer to others in the firm. It highlights participants strengths, expertise and experience as well as builds appreciation of each other in the peer group.

This exercise develops further, in that the peer group then generates a collective value proposition that can be articulated to clients.

Peer Opportunities

Confidently approach colleagues
In this exercise, learners explore how to achieve buy-in from colleagues around possible collaboration and cross-selling opportunities.

Learners examine the Articulate, Ask and Create model and discuss how to approach the conversation both personally and strategically, leading to the creation of commonality of purpose.

Learners discuss their ideas in the context of a real colleague so they can set themselves up for success.

Expand Your Opportunities

Create a network of opportunities
Learners create a targeted approach to their network which allows them to focus on the right conversations and opportunities with the right individuals.

Learners examine their current internal/external networks and highlight individuals they will prioritise in terms of creating potential cross-selling opportunities (considering potential win:wins and blockers). They create an action plan around who to contact, when and what action they’ll take.