Structured programmes for Referrer Relationships

Posted on: July 8, 2019 Structured programmes for Referrer Relationships

At a recent referrer management course we talked about categorising and prioritising referrers and intermediaries according to the strength and value of the relationship. Marketing and business development teams might develop indicative programmes to show the appropriate relationship management and collaborative marketing activities depending on the stage of the relationship. Structured programmes for referrer relationships […]

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Referrer and intermediary management – 13 top tips from a workshop (May 2018)

Posted on: June 4, 2018 Referrer and intermediary management

I’m delighted to say that there were lots of delegates from law firms, accountancy firms, structural engineers, insolvency practitioners, banks and insurers at the recent referrer and intermediary management workshop in London http://www.mblseminars.com/Outline/Developing-More-Work-from-Referrers-_-Intermediaries/5770/ At the end of the day, after considering how to generate better and more recommendations from internal sources, existing clients and external third […]

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Client satisfaction benchmarks – How do you measure up?

Posted on: May 31, 2018

At recent referrer management and client relationship management training sessions http://www.mblseminars.com/Outline/Developing-More-Work-from-Referrers-_-Intermediaries/5770/ , we have talked about NPS (Net Promoter Score) which measures the propensity or likelihood of recommendation and how it is rapidly becoming the standard measurement of client satisfaction in professional service firms. Several people have asked about client satisfaction benchmarks – How do […]

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Accountancy marketing case study – From client referrals to sectors and social media

Posted on: September 8, 2017 Accountancy marketing case study Wilson Wright

Wilson Wright (established in 1893) is a nine partner accountancy practice based in Holborn Circus in London serving both private and commercial clients. In 2016 it won the British Accountancy Award (BAA) for Independent Firm of the Year (Greater London) and is currently shortlisted for Mid-Tier Firm of the Year. Yet it has only recently […]

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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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