I thought you might appreciate some highlights from the recent PM Forum workshop “Cross-selling and referrer management accelerator”. Delegates represented real estate, litigation, social housing, accountancy and insolvency teams. They variously targeted commercial organisations, professional practices and private client markets - some internationally. Some had sophisticated and established referral programmes whilst others Read More
This article is a summary of the conversation and key takeaways from a workshop in London for MBL. Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services. Some were Read More
Last week I facilitated MBL’s full day training session on “Developing more work from referrers and intermediaries”. Delegates were from legal, accountancy and insolvency firms – both M&BD teams and fee-earners. The main takeaways for the delegates can be summarised with the following themes: Referrer management – Grading, Research, Discipline, Read More
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 Read More
