Cross-selling creates tighter client relationships.
Cross-selling really means selling more than your own services to the same client, or to another division of the same client. Such sharing is essential for firms wanting to create strong relationships by meeting as many client needs as possible. The prerequisite for effective cross-selling is knowledge about what your partners do and a feeling of comfort and trust with their approach to client service.
Depth of client grows your bottom line.
To “sell” other firm services to a client requires knowledge and introductions: knowledge as to what the client needs based on your understanding of their strategies, and timely introductions to colleagues. Ideally, introductions will happen before a need arises so that the client and colleague have time to develop a relationship.