Effective Referral Management assists in reviewing and establishing business to business relationships that adds value to both business's; and provides a system and a process that effectively manages these relationships, producing the outcomes both business's are seeking.
The Executive Summary provides an greater insight into what our objectives are.
We understand the issues impacting on advisers in the financial services sector, and the challenges facing accountants, lawyers and others who refer clients to trusted third parties.
For years financial services advisers and accountants / lawyers / others have been looking to develop effective referral relationships; some have done it well, many have failed to get the level of expected results, even with a formal joint venture agreement in place.
Our research has shown that if there is not the right cultural alignment in place at the start, then it is very likely the relationship will not be effective. Our work involves one-on-one discussions/coaching with key staff in the referral source, so they can understand hy it is important to refer their clients for advice that they do not provide.
We also talk about the consequences of not referring, and the implications this can have on the business. It is a different approach - and the results to date show that it is providing the desired outcomes.