Referral marketing has long been a source of work for professional services firms, yet for equally as long has been approached in a largely ad hoc and informal way. But no longer.
Today, marketers are building and managing sophisticated referral programmes tracking work in and out of their firms and between colleagues. Or at least some of them.
A survey from Passle in June suggests millions in revenue is being lost because lawyers are reluctant to refer work to their colleagues. They don’t want to appear ‘pushy’, Passle finds. Its survey suggests that firms could achieve a 12% increase in revenues through a solid internal referral programme alone.
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