In every professional services firm you will hear the phrases key account management, key client relationships and cross-selling bandied about but is anyone really doing it effectively? In this article tifor PMForum Magazine Dominic gives some useful tips about how to go about it.
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Professional services firms have seen client relationships challenged. The pandemic and economic conditions are seeing clients reducing spending on outside advisors and consolidating legal budgets to a smaller number of firms on global panels. In the year ahead, one of the most effective strategies to increase revenue and profits is to prioritise cross-selling and identify ways to better serve your current clients, writes Dominic Ayes.
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