CASE STUDIES: CROSS SELLING
Companies often believe that they have reached saturation point with their existing customers. However, this may be due to a myopic view of the customer’s spend patterns. Cross-selling to existing customers is often an untapped growth opportunity - one that is far more profitable than unrelated diversification.
With one of our clients we found that while one service had indeed reached saturation, there was a vast potential for other services. By breaking down the organisational barriers to cross-selling, we created a significant growth platform for the company.