Calendar: Bay Area Calendar
Type: Public
Title: BAY AREA: Anatomy of Powerful Referrals: Make Your Firm Unstoppable
Group: Bay Area Local Group
Owner: Stacy Pollicino [LMA West Region]
Start: Apr 13, 2017 01:30 PM America/Central
End: Apr 13, 2017 03:30 PM America/Central
Description: Lawyers consistently list referrals as the most important source of new clients. And yet, most firms lack a practical and proven strategy for developing powerful referrals to generate the new clients they need in order to thrive. It’s common for a firm to have loyal clients, be respected in their market, and yet still have to work as hard as ever to win new clients or effectively cross sell within their firms. In this highly competitive legal landscape, building a powerful referral base, both in the market and within the firm, has never been more critical.

With almost seven decades of combined experience in professional services marketing and business development, our panelists will share insights from their respective vantage points: in-house, consulting and from hundreds of interviews. By pulling back the covers of the inner dynamics of referrals, they will present strategies on how to effectively create and manage a powerful referral network. In the process, you and your firm will learn to leverage referrals on a new scale to:

Extend the reach of your firm at minimal cost
See higher quality prospects that close faster by using referral partners to pre-screen referrals
Boost your conversion rate and credibility with prospects

Take Away Lessons
The one question your attorneys must be able to answer to develop powerful referral partners (and how to ask it)
How to build and maintain a solid external network
How to create an effective framework to enhance trust, foster internal relationships and drive cross selling
How to focus the self-interest of referral partners to recommend your firm, and only your firm
How eagerness to offer referrals—and short-sighted conventional wisdom—can undercut the very relationships you seek to foster
Why the traditional quid pro quo of referring business is overrated


Principal, La Fetra Consulting

Chief Marketing Officer, Sheppard, Mullin, Richter & Hampton LLP
Location: Bar Association of San Francisco
301 Battery Street, 3rd Floor
San Francisco, CA 94111
Registration Link:
Contact Name: Stacy Pollicino
Contact Email: