Now Is the Time to Activate Your Referral Network

People standing, holding food and talkingPLUS: 19 sources, how to stage a referral event, and what networking isn't.

By Marc Rosenberg
The Rosenberg Practice Management Library

The biggest source of new business is a firm’s existing client base, both in the form of expanded services and referrals to others. It’s estimated that 60 percent of a firm’s revenue growth comes from this area.

MORE: Does Your Firm Recognize All Its Skills? | Protect and Grow Existing Clients | The 4 Marketing Disciplines | 15 Powerful Niche Marketing Practices | 19 Takeaways from the History of CPA Firm Practice Development | Why You Have to Kill the Old Paradigms | Are You Ready for the Great Disruption?

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This is no time to lose touch with your referral sources. And, even though in-person meetings may be difficult, everyone, it seems, is becoming more comfortable with online events like video conference calls and webinars.

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Marc Rosenberg

Marc Rosenberg at cpatrendlines.com

About the Author

Marc Rosenberg, CPA, is a nationally known consultant, author and speaker on CPA firm management, strategy, and partner issues.

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His CPA Trendlines publications include:

President of his own Chicago-based consulting firm, The Rosenberg Associates, he is founder of the most authoritative annual survey of mid-sized CPA firm performance statistics in the country, The Rosenberg Survey. He has consulted with hundreds of firms throughout his 20+ year consulting career. Accounting Today has acknowledged Marc Rosenberg as one of Top 100 Most Influential People in the CPA profession for the past 11 consecutive years and INSIDE Public Accounting has repeatedly recognized him as one of the Ten Most Recommended CPA Firm Consultants.

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