By Rachel Ainsworth.
I bought a new house recently, and the process of having it refurbished has made me a perfect target for cross-selling. The hard floors in the hallway? Fitted by the same firm that provided the carpets in the lounge. The tiling in the bathrooms? Provided by the same guy who carefully fitted new doors throughout. Our new oven? Bought from our go-to department store.
Could I have sourced what I needed more cheaply? No doubt. Would the end result have been as good? I don’t know. For all the decisions above, and many more, it was easy to go with the tried-and-tested option, with people I’d already had a good experience working with. And consulting projects are no different.
However, in making the decision to cross-buy, I did need to know that...