Why Referrals Matter
Referrals are the most important driver of growth for professional services firms.
Every day, accountants, IFAs, solicitors, and advisers refer clients to one another. These introductions drive growth, deliver for clients, and strengthen professional networks.
But in most firms, referrals still happen over email or word of mouth, with potential insights buried in outdated spreadsheets. This means missed opportunities, limited visibility, compliance risks, and lost revenue.
It leaves clients underserved, firms exposed to risk, and leaders blind to the value of their network.
The Problem
Running referrals well without the right tools is a risky and complex challenge.
Even with the best intentions from advisers, firms struggle to:
Manage compliance
Regulators like ICAEW, ACCA, and the SRA require evidence of client consent, disclosure of fees, and due diligence on the firm receiving the client. Email chains and spreadsheets don’t stand up to inspection.
Avoid inefficiency
Too many referrals get lost in inboxes. Clients wait, drift away, or never hear back. Revenue opportunities disappear. Insights that could drive improvement aren't recorded or actioned.
See the bigger picture
Partners can’t stand in front of their board and say exactly how many referrals flowed through the firm last quarter, what happened to them, and how much revenue they generated.
Firms typically face two poor options
Do nothing (cheap, but risky)
Leaves gaps in compliance, client experience, and revenue tracking.
Piece together a process (some control, but costly and painful to maintain)
Adoption falters, data entry is incomplete, and compliance admin becomes a burden.
Both approaches force compromise. Neither delivers the experience clients and firms need.
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