Developing More Work from Referrers & Intermediaries

Developing More Work from Referrers & Intermediaries
29 Jul 2024 - London


29 Jul 2024

9:30 AM ‐ 5:15 PM

With a SmartPlan £486

With a Season Ticket £540

Standard price £720

All prices exclude VAT
Advanced: Requires substantial subject knowledge
6 hours
Can't make the date?
Group bookings
email us to discuss discounts for 5+ delegates


A significant proportion of a professional firm's work comes through referrals and intermediaries. Yet most marketing and business development effort is focused on direct contact with new clients.

This in-person course helps professional service firms take a more strategic approach to increasing the business generated from referrers and intermediaries (whether internal, clients or third party organisations) and considers the underlying relationship issues that must be addressed.

What You Will Learn

This course will cover the following:

  • The typical approach to referral management and why it doesn't work
  • A more focused and productive approach
    • Analysis and research
      • Analysis of existing referrer relationships
      • Targeting new referrer relationships
    • Internal collaboration and systems
      • Information systems
      • Internal marketing and cross selling
    • Goal setting
    • Working with different segments
      • Clients
        • Assessing satisfaction/Net Promoter Score
      • Other professionals
        • Understanding perceptions
      • Other channels and third parties
      • International associates
  • Building Strong & Profitable Relationships
    • Understanding their needs
      • Listening and research
    • Clarity in your messaging
      • Brand and positioning - Developing key messages and propositions
      • Campaign development
    • Communications
      • Psychology of relationships
      • Face-to-face contact management
      • Using social media effectively and innovative approaches
    • Reciprocity
      • Motivation and reward systems
    • Key Account Management (KAM)
      • A firm wide approach
      • Systems and management
    • Collaboration
      • Joint marketing and selling
      • Joint products and services

Feedback on this course

Hear from our past delegates
Jenni Renshaw

Maidenhead | Kempton Carr Croft

Brilliant speaker - very engaging and made it real.

Mrs Sheryl Armer

Blackpool | Adcroft Hilton Ltd

Excellent course today, best I've been on. Very helpful and informative. Made very interesting throughout

Mr Stephen Bell

Preston | Napthens LLP

Held my interest all day.

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