It was great to see so many people on the December digital presentation of the popular MBL “Developing more work from referrers and intermediaries” workshop – there were representatives from law, accountancy, insolvency and engineering firms. Here are the highlights from a referrer management workshop. Amongst the aims of the Read More
Yesterday I facilitated an interactive workshop through the Professional Marketing Forum on cross-selling and referrer management. I promised the delegates – representing a range of legal and accountancy practices – that I would summarise and share the key points arising from the session and the six themes to supplement their 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
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. Read More
I recently ran a series of referrer management strategies training sessions for property folk in addition to the public courses for all professions. Addressing both internal and external referrers, the main themes arising were as follows: 1.Set clear aims Rather than just seeking to increase the number of internal and external Read More
