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 LMA West Region

LMA BAY: Anatomy of Powerful Referrals: Make Your Firm Unstoppable

  • 13 Apr 2017
  • 11:30 AM - 1:30 PM
  • Bar Association of San Francisco, 301 Battery Street, 3rd Floor, San Francisco, CA 94111


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Anatomy of Powerful Referrals: Make Your Firm Unstoppable


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

Thursday, April 13, 2017

Registration and Lunch - 11:30 a.m. to 12:00 p.m.
Program - 12:00 p.m. to 1:30 p.m.

San Francisco

Bar Association of San Francisco
301 Battery Street, 3rd Floor, San Francisco, CA 94111
T: 415.982.1600


Wilke Fleury
400 Capitol Mall, 22nd Floor
Sacramento CA 95814
T: 916.441.2430

Silicon Valley

K&L Gates
630 Hansen Way
Palo Alto, CA 94304
T: 650.798.6700

(A group sandwich and salad buffet are provided. We try our best to accommodate vegetarian, vegan and gluten-free fare. Please arrive promptly for the best selection to accommodate your dietary needs.)


All-State Legal
Bame Public Relations
Berbay Marketing & PR
Blattel Communications
Echelon Fine Printing
jstokes creative marketing agency

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