Course description
A significant proportion of a professional firm's work comes through referrals and intermediaries - yet most business development effort is directed at new business.
This in-person course helps firms take a more strategic approach to increasing the business generated from referrers and intermediaries. It also considers the underlying relationship issues that must be addressed in order for these strategies to work effectively.
The course will take a look at the typical approach to referral management and why it doesn't usually work, along with providing tips for a more focused and productive approach. It will cover the basics of building strong and profitable relationships, including points such as clarity in your messaging, brand and positioning, along with face-to-face contact management and using social media effectively.
Upcoming start dates
Outcome / Qualification etc.
Training Course Content
Introduction
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
Expenses
MBL Seminars Limited
MBL is a leading learning and development provider for professional service firms. Over the past 18 years, more than 198,000 people across 23,000 different organisations spanning 81 countries, have chosen us to deliver their training. With over 800 expert speakers...