CROSS-SELLING SUCCESS POST-MERGER

REALIZING THE FULL POTENTIAL OF CROSS-SELLING AFTER A MERGER IS HARDER THAN ANTICIPATED, ACCORDING TO CONSULTANCY FIRM MCKINSEY. THE KEY IS TO FOCUS ON THESE 6 CS:

01

COMPLEMENTARITY: TO WHAT EXTENT DO THE COMBINED ORGANISATION’S ACCOUNTS, PRODUCTS, AND SERVICES COMPLEMENT ONE ANOTHER?

02

CONNECTION: ARE THERE STRONG CUSTOMER RELATIONSHIPS TO BUILD ON?

03

CAPACITY: DOES THE SALES FORCE HAVE THE CAPACITY TO FOCUS ON CROSS-SELLING?

04

CAPABILITY: ARE THE RIGHT SKILLS IN PLACE FOR CROSS-SELLING?

05

COMPENSATION: ARE THE RIGHT INCENTIVES IN PLACE FOR CROSS-SELLING?

06

COMMITMENT: IS THERE COMMITMENT FROM THE TOP TO CROSS-SELLING?

COMPANIES WITH THE GREATEST CROSS-SELLING SUCCESS PRIORITIZE FOUR OR MORE OF THESE DIMENSIONS, THE CONSULTANTS ARGUE.

FOR MORE INFORMATION, SEE THIS SHORT ITEM AND THIS ARTICLE: “CAPTURING CROSS-SELLING SYNERGIES IN M&A”.