12.4. Objective 3: Drive Service Innovation and Cross-Selling
Downing was keenly interested in better leveraging the expertise and relationships embodied in her unit's senior executives. This would enable them to develop new client offerings, and it would help them cross-sell the array of services available throughout her unit's subgroups as well as in other units within the Strategy practice. She was convinced that achieving this goal would hinge on her ability to integrate her people's unique skill sets and knowledge in ways the unit's competitors couldn't copy. With this objective in mind, she made the following changes to her unit's networks.
12.4.1. Publicize External Sources of Knowledge
In assessing the ONA results, Downing noticed that ...
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