Thursday, March 13, 2008

Helping Law Firm Associates Build a Referral Network

Law firms that rely only on their referral network may not be tapping into other productive marketing channels, as reported in my previous post.

Visits with several law firms this week remind me that there is another underutilized resource in regard to the power referral network. What I'm referring to is the fact that many law firm associates, still early in their legal career, are not trained on how to build their own referral network. Happy to rely on work brought in by other partners, these associates may not be developing the skills they need to bring their own business in the door.

Whether you develop an in-house mentoring program, or bring in outside trainers, teaching your associates how to build their own referral networks can be one of the best investments that a law firm can make.

Showing your associates how to think strategically about the business they want to develop, then showing them how to go out and network their way into these accounts, can start paying off in weeks or months.

Our next post will focus on how to map out your networking activities to get an introduction to the decision maker at a hot prospect. Stay tuned!

No comments: