14 pragmatic steps to improved referrer management (London and Manchester 2019)

Posted on: December 19, 2019 14 pragmatic steps to improved referrer management (London and Manchester 2019)

I’ve combined the key delegate insights from the two most recent MBL workshops on referrer management (http://www.mblseminars.com/Outline/Developing-More-Work-from-Referrers-_-Intermediaries/5770/) in London and Manchester to provide 14 pragmatic steps to improved referrer management. The sessions had a fascinating and productive blend of views from senior leaders, fee-earners and business development professionals. 1. Analyse the current situation and set […]

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Cross-selling and referrer management – The view from marketing and BD

Posted on: June 29, 2016 Cross-selling and referrer management

I recently presented a new course on cross-selling and referrer management for marketers and business developers in professional services for the PM Forum http://www.pmforum.co.uk/training/. As the many other blogs on these topics will demonstrate, they are big issues and we had to be selective on what we covered. However, the conclusions that were reached during […]

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Improving referrer management in the professions – research into referrer relationships

Posted on: March 9, 2015

Referrals – whether from existing clients (recommendations), colleagues within the firm (cross-selling) and external third parties (intermediaries and professional contacts) – have always been an important source of new business for professionals in the legal, accountancy and property (real estate) markets. Particularly so in commercial and consumer transactional situations. So improving referrer management in the […]

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