If referral relationships aren’t in your BD plan, you might be missing a trick. James Lumley finds out more.
“I’ve spent most of my career in professional services business development, and it’s clear that referrals are very important,” says Paul Taylor, Director of Business Development at consultants AlixPartners.
He’s been at AlixPartners for six years having spent the previous 12 in business development roles at various top-tier law firms.
Everywhere he has been has made good use of referrals. In some practice areas “30% to 40% of revenue can come from referrals and intermediaries. As much as 70% if you count private equity,” he says.
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