A strategy for developing more private client work

Posted on: September 20, 2019 A strategy for developing more private client work

A shorter version of this article on A Strategy for developing more private client work was published in The Law Society’s Private Client Section in September 2019 https://communities.lawsociety.org.uk/september-2019/workshop-developing-more-private-client-work/6000337.article At the Law Society’s Private Client Conference in June 2019 I presented a short workshop on “Developing more private client work”. The session covered: 1. Develop a […]

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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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A personal approach to cross-selling

Posted on: August 2, 2018 A personal approach to cross-selling

In my blog posts about referrer management and cross-selling, I usually tackle the subject from a firm-wide perspective – goals, strategy, planning, change management, systems, information, rewards and measurement. But many lawyers, accountants and surveyors – especially those at the early stages of their career – ask me what they can do personally to support […]

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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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