It is the most common request and conundrum we hear from firms, tracking referrals. The conundrum is that everyone wants the data, but few provide the information. By now, all members should be aware of the WSG Referral Tracker, the amazingly user-friendly tool WSG provides for tracking member referrals and collaborations.
It is reciprocal for the sender and receiver so the referral is visible by both firms. All that is needed is for one side of the referral to input the information and in real-time valuable information is gathered for the firms and network. EASIER SAID THAN DONE.
There is no doubt that there are many millions of dollars being referred by our members, but there are many impediments to reporting. Impediments include the perceived amount of time it takes and the much more difficult to overcome, partner/shareholder structure. Consider the following perceptions: 1) “We may have received it from a WSG member firm initially, but it’s my great work that kept them here”, 2) “I am the one building the relationship so really it's me”, and 3) “My expertise is the one that brought the work.” Disputing any of this is most likely a losing battle, especially if compensation of any sort is tied to the work brought in. However, members and the network alike know that being able to quantify our success will lead to increased success for everyone. Although no one has come up with the perfect solution, here are a few tips to try that may just peak interest and action:
As the firm and referrers have a better understanding of the impact referral source decisions have throughout the firm, the increase of reciprocal referrals and client satisfaction will show bottom line growth.
While the WSG Referral Tracker won’t solve all your referral tracking problems, it makes it easier and more efficient to collect and assess referrals and relationships across the firm and network. Take a look and try the tool now. >