For larger firms, the biggest source of new business is the firm's existing client and contact base. Capturing these cross-selling opportunities will be helped greatly by a key client programme and a remuneration system which rewards partners for introducing their clients to other departments within the firm. It is also important that partners understand what their colleagues do and how they add value to a client's business, as this will help them to identify cross-selling opportunities.
It is a well proven fact that staff are more motivated and committed to an organisation if they understand its goals and plans and can see how they are to contribute towards these. Partnerships are notoriously secretive organisations where the majority of partners are often as much in the dark as the rest of the staff. The benefits of a 'one firm' culture can only be achieved if there is open communication and this needs to start at the top.
How we can help
At Wheeler Associates, we provide a range of services to help firms to be more effective at internal marketing, including:
- Conducting partner and staff engagement surveys to assess the blockages to internal communications and marketing
- Devising an internal communications/marketing strategy for the firm
- Advising senior management on the most appropriate internal marketing/communications tools and systems