A professional firm specializing in pension fund audits seeks to extend the firm’s relationships with
existing clients in the Philippines by offering consulting services. But the first attempt at cross-
selling is a flop. What has gone wrong and why?

  • Authors: Jochen Wirtz and Suzanne Lowe
  • Year of Publication: 2016

View Now

Share:

Share on facebook
Share on twitter
Share on linkedin
Share on whatsapp

Other Teaching Cases


Teaching Case

Bouleau & Huntley: Cross-selling Professional Services

VIEW MORE