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In this session we spoke with Stephen Revell and Philipp Thurner about why law firms should take referrals seriously, steps they can take to expand their existing referrals network, and how BD teams can help implement change.
Stephen Revell worked for Freshfields for over 41 years and led its “StrongerTogether” law firm relationship program. We will hear about the lessons he has learned from his experience leading this initiative and talking to hundreds of law firms over the years. Stephen is also the founder of Making Change Happen, a law firm management consultancy focused on change and specializing in various areas including business development.
Philipp Thurner is the CEO and Founder of NEXL, a lawyer-to-lawyer community helping to build stronger referral relationships. He has helped build a community of over 3,000 lawyers and we’ll learn his best tips for strengthening existing referral relationships and building new ones.
Interview Covers
- Why firms need a referral system
- Taking on a deal counsel role
- Developing a list of preferred firms
- Best Friends vs. Good Friends relationships
- Outbound and inbound referrals
- Importance of tracking referrals
- How to reach out to firms you don't know
Roundtable Session Covers
- Overcoming cultural changes
- Converting lawyer contact to firm contacts
- Getting lawyers to participate
- Tips for what information to track
- Handling old data
- Following up on lost referrals