It makes sense that getting referrals to your law firm would boost your business and help you succeed in the industry. But, have you ever considered how referring business to others might also benefit you? It may sound counterintuitive, but many law firms have gained success by building the right networks and accepting and giving the right referrals over time. Here are some ways you can incorporate and manage referrals your law firm.
Create a system for referrals.
Keeping track of referrals, both incoming and outgoing, is an important part of the process. There are software systems that can help you keep track of this kind of information. Evaluate the options and determine which one is the best fit for your law firm. You must manage, identify, approve, and vet all referrals so you can keep track of these relationships and understand as much about each one as possible. This computerized knowledge lets you know how to match up referrals in the future.
Keep your referrals updated.
Of course, having a database does not help you keep track if you’re not updating it regularly. Technology is only as good as what you put into it. You need to empower everyone on your team to enter and update new information as they receive it. This dedication to data tracking will help in the long run to make sure you’re making the right connections. If you put in the work consistently, then the data and information will be organized to provide the right answers when you have a question that needs to be addressed.
Make improvements as necessary.
You can automate part of this system as necessary, but there are a number of ways to update it as you go. For instance, you may want to create or implement a rating system that will help you identify the right referrals at a glance. Or you may want to find ways to eliminate some unsuccessful referrals down the line if they don’t work out for you. As your referral system develops, create partnerships with other firms to find the best answers for your clients. That will lead to everyone being more successful.
Encourage company wide use.
Lastly, make sure everyone in your office is using, updating and improving the referral process. This will be key in making sure that you have all the right background and know where and when to utilize these relationships. Let your entire staff know that they have authority to make changes, to refer business out and discuss clients that are referred into the firm.
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