Cross Selling and LinkedIn - PDF Article

Cross‐selling -the problem

People in multidisciplinary firms and companies, generally the larger ones, tend to work in deep, dark silos with little or no contact between them. In accountancy companies, law firms, property consultancies and major financial institutions there are many service lines departments and experts.

When people don't communicate, the wasted knowledge and the lost opportunities slows down the growth of business dramatically. Even when management encourage and use resources educating everybody about what services are provided, there is often a reluctance to recommend other departments. The interdepartmental culture, generally, is zero and the reason for this is simple; it's to do with relationships. When we build relationships we need to go through 3 key steps ‐ knowing, liking, and trusting.

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