working with external referrers

From sporadic to systematic – Cross-selling and referrer management programmes

Here are highlights from the recent PM Forum workshop on “Cross-selling and referrer management accelerator”. We acknowledged that there was no one “right way” to enhance cross-selling and referrer management. Each firm starts from a different place, has varying access to information and may have different goals. There was recognition that it Read More

2026-03-23T17:39:19+00:00March 23, 2026|Kim's Blog, Lawyers, Marketing, Relationship Management, Selling|

Referrer Management Strategies – Rationale and Challenges

At the MBL  online workshop “Developing more work from referrers and intermediaries” just before Christmas all delegates were from law firms (specialisms included employment, employee share ownership, media litigation, commercial litigation and family law and one firm was offshore), and most were in client service delivery roles. The delegate poll Read More

2023-01-05T10:32:00+00:00January 5, 2023|Accountants, Kim's Blog, Lawyers, Management Skills, Marketing, Relationship Management|
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