Cross-selling at Banks??
Important question for you guys.
How do banks cross-sell to the same clients? For example, if a bank has a hedge fund client on the equities business, but that client doesn't do business with the fixed income side, how do you cross-sell that client to get them to deal with the fixed income side as well.
Is it a matter of simply introducing your client to the fixed income side of the business? Do you use relationship managers to facilitate communiction? Do you have internal communication avenues where you display information of the types of trades they want to do on the fixed income side and then the fixed income side contacts the client directly?
What other means does the bank use to increase trading activity with their clients?
Thanks in advance