CROSS SELLING

And winning more business from
your existing clients

Most people working in professional services know that developing more business from their existing client base is between six and nine times more profitable than winning a brand new client.

But pursuing organic client development is often sporadic, commitment to organic growth can be low and action can be vague and imprecise. Not many organisations know how to cross sell effectively between functions and practice areas – there is too much silo mentality and there are too many internal barriers. Successful organic growth requires a broader and deeper relationship with the client – improving the ‘stickiness’ of the relationship. It means you must be proactive, planned, deliberate, strategic and methodical. If you suspect that your company has not been so, and if it has not been providing what your clients want, then you also know that someone else will.

Companies develop successful long term relationships with their clients when they are relentlessly focused on ‘how to help more’ not ‘how to sell more’; when they move from ‘service supplier’ to ‘trusted advisor’.

Caffeine works with organisations, teams and individuals to help them to get right under the skin of their key clients’ situation and growth opportunities.

We provide them with the tools and techniques to create bespoke client organic growth plans that will be implemented and monitored consciously and methodically once back in the office. We equip them with the skills and gravitas to move from consultant to trusted advisor status with their clients. We help move them up the advisory scale to a strategic not purely tactical level with their clients so they are having the calibre of conversation that gets them – and your firm – into the C-suite as a permanent and heeded advisor.

WE COVER SIX KEY ISSUES:

High end thinking, advice and conversations to lock you in to the client’s agenda

Pricing smart for the long term

Making yourselves sticky – locking clients in because of the value you bring

Spotting the warning signs

Keeping clients in love with you – key client retention strategy

Crisis management

THE PROGRAMMES:

Our programmes range from one day workshops to week long immersions and/or a series of quarterly interventions. They all start by identifying which clients to focus on based on criteria of;

a) most potential for growth and
b) in the most danger of losing.

There is no finer compliment a client can give you than to award you another piece of their business. It’s the best evidence that the client believes you are doing a great job. And the best new business credential in existence.

“If you want to profit, first learn to please.”

WINSTON CHURCHILL

WE COVER SIX KEY ISSUES:

High end thinking, advice and conversations to lock you in to the client’s agenda

Pricing smart for the long term

Making yourselves sticky – locking clients in because of the value you bring

Spotting the warning signs

Keeping clients in love with you – key client retention strategy

Crisis management

THE PROGRAMMES:

Our programmes range from one day workshops to week long immersions and/or a series of quarterly interventions. They all start by identifying which clients to focus on based on criteria of;

a) most potential for growth and
b) in the most danger of losing.

There is no finer compliment a client can give you than to award you another piece of their business. It’s the best evidence that the client believes you are doing a great job. And the best new business credential in existence.

“If you want to profit, first learn to please.”

WINSTON CHURCHILL

CAN WE HELP?

To discuss how Caffeine can help you make the most of your client assets, please contact:
louisa@thisiscaffeine.com +44 (0)7957 403 758 www.thisiscaffeine.com

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