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TRP 344: Cross-Selling in Professional Services Firms with Rebecca Hnatowski
Most law firms say they want to cross-sell. Few have the internal foundation to actually make it happen.
Rebecca Hnatowski is the founder of Edwards Advisory and a specialist in cross-selling strategy and lateral integration for law firms and professional services organizations. In this episode, she joins Scott Love to break down why cross-selling initiatives stall — and exactly what has to be in place before the first client conversation ever happens.
What you'll learn:
Why "let's cross-sell" without internal groundwork almost always fails
The trust problem at the root of most cross-selling…
The skinny
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