Cross-selling in the Professional Services Sector
- In Nigel’s world of consulting, it is common practice for most time and effort to be spent ahead of a bid for a job. It can be an extremely competitive process, even if you have a pre-existing relationship with the client.
- SLR Consulting have a formal client programme. They think about specific clients they want to develop a relationship with and try to make this a two-way process. They then have set people in the team who are designated to client relationship management. This ensures they are confident and comfortable in what they are doing.
- It can be useful in larger companies or bigger projects to have dedicated salespeople. These would still be people with a technical background as they need to have context and an understanding of the clients’ needs. This would mean other individuals would then focus on specialising on delivering different aspects of the project.
- “The vast majority of our time and effort is ahead of bid not after the bid”
- “You can’t expect somebody to sell and deliver that type of project”
- “I’m very confident at saying I’m not the person you need to speak to and develop this. But I have a colleague that can”
ABOUT THE HOST
Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.
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