Maximising Client Value: Practical Cross-Selling Strategies

Introduction

Cross-selling is one of the most powerful—yet underused—tools in professional services.

Find out what professionals can learn from business development specialists in how best to cross-sell services to clients.

Join Tony Reiss to discover why cross-selling often fails in professional firms and what business development specialists do differently. This webinar will provide you with practical insights into how culture, incentives, and internal communication can make or break your cross-selling efforts and explore effective cross-selling strategies to unlock hidden opportunities with your client relationships.

What You Will Learn

This webinar will cover the following:

• Why cross-selling typically does not work in most firms
• How firms go about cross-selling and what the client perceptions are
• Getting the culture and metrics right
• How some firms make cross-selling harder by measuring and rewarding the wrong behaviours
• The role of key account partners and teams
• The psychological barriers that need to be addressed
• The importance of tailoring approaches and building trust with colleagues
• Successful strategies and tactics
• The cross-selling matrix (new services to existing client contacts is easier than introducing new services to others at the client)
• A comparison between approaches adopted by two of the largest firms
• Hypothetical exercise - how to introduce tax services to clients of a firm
• Making cross-selling happen
• Successful case studies
• The role of management and heads of practice groups

This pre-recorded webinar will be available to view from Monday 17th November 2025

Alternatively, you can gain access to this webinar and 1,900+ others via the MBL Webinar Subscription. Please email webinarsubscription@mblseminars.com for more details.