How large is your firm’s network of potential referrers? How do your people manage and build that network to be as productive as it can be? For some law firms the answer to these two questions is the same: ‘we don’t know’.
However, some law firms are adopting a more strategic approach to the level and quality of work they win through referrals. They are mapping their current web of opportunities and planning to develop that web for the benefit of all the people in the network, as well as themselves. In doing so, they leave less to chance and are actively stimulating a steady flow of good quality leads. We would like to share some of the ways they achieve this.
