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"Driving effective cross-selling behaviour in professional services firms". Ian Forbes presents at Marketing & BD Directors’ Business Breakfast, 2nd April 2014

Topic: Driving effective cross-selling behaviour in professional services firms.
Ian Forbes addressed more than thirty five Heads of Bid or Business Development Directors / Partners from many of London’s largest law firms at a Marketing & BD Directors Business Breakfast on Wednesday 2nd April. His subject was “Driving effective cross-selling behaviour in professional services firms to turbo-charge growth!” He facilitated comments and involvement from the group whilst revealing a list of factors that Fidelio Partners has seen that, if not corrected, can limit effective cross selling in large organisations. During the session Ian discussed strategies for enabling successful cross-selling and addressed questions from the floor. Areas covered included:
  • The importance of cross-selling
  • Barriers to cross-selling
  • Defining consultative selling for professional services
  • Discussion of some advanced listening and probing skills
  • Demonstration of a cross-selling enabling App created by Ian Forbes
For a summary of the key barriers to Cross-selling as presented at this session, please contact Shu Zhang at
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