It's a challenge that will be recognizable to many in consultancy, law and financial services.
The barriers are complex and unique to each organization, both rational ("what is the direct personal reward for me"), and emotional ("the idea of selling is at odds with my sense of professional integrity").
Understanding these personal and collective motivations and barriers within an organization was the key to The Scarlett Mark's work.
In KPMG Europe’s case the challenge was using internal communications to create a positive environment for internal cross-selling of services across divisions and markets with very different expertise, regulation and success metrics.
The Scarlett Mark's work provided the direction for highly effective adjustments to the way success is communicated within a complex organization, celebrating both the individual contribution as well as motivating the wider exchange of business, contacts and expertise amongst business partners across Europe.