Referral relationships and opportunity management
The most significant source of profitable new business are referrers or key business associates. Whilst quality of service will be a critical reason for why a referrer chooses a firm, you cannot afford to be complacent about reminding any referrers of your key points of differentiation.
Recency and frequency of communication are key drivers in ensuring that your firm is sought after first.
Referrer relationships can significantly drive firm or group revenue, yet these relationships can easily dissolve if overlooked. It’s important to be aware of any movement of key connections within a referrer to ensure cadence is maintained. As well as ensuring any departure is followed to their new organisation.
How visibility of real-time data can maintain referrer relationships
The data captured by your systems can help you to understand where there has been a lapse of contact with one or more referrers, potentially helping to protect and maintain these revenue sources.
Referrers can be more valuable than any one client. Therefore, having visibility of the recency and frequency of communication is a much more effective way to manage and maintain a referrer relationship rather than tracking introduced fees.