Making the Referral
Firm Issues
By Bob Weiss
April 2009
What occurs after you refer a matter to another lawyer or professional is as important as making the referral.
The reason: you want to make sure the person you referred was well taken care of. If they weren't, this reflects poorly on you.
Our recommendations to maximize the value of a referral made include:
Calling the person you referred soon after making the referral. Make sure the call was taken, or that the email sent or voice mail left was responded to timely. Eventually, find out how well the matter was handled, if the results attained were satisfactory and if the fees charged were fair.
You should report on all of this back to the lawyer or professional to whom you made the referral. They'll appreciate it, even if part of what you report back is criticism. Of course, you should ask for permission to do this and respect any request for confidentiality.
We also recommend you refer to more than one provider. Give three names. At any given time, the person to whom you are making the referral may be too busy to take matter, may have a conflict, or may not like the potential client or assignment and decline the work. Also, the person you are referring may not "click" with the provider. Giving them a choice, in terms of availability, temperament, fees and location, are important considerations. And, notify each provider that you have made the referral.
Referrals reflect directly on you. If handled with sensitivity they will lead to reciprocation and goodwill.
ALYN-WEISS & ASSOCIATES, INC.
Marketing | Business Development
1331 - 17th Street, Suite 410
Denver, CO 80202
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"Hiring Alyn-Weiss was one of the best business decisions I have ever made."
-Rich Harris, The Harris Law Firm
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