Welcome to the Professional Partners Success Blueprint, a nine-part series on developing successful referral relationships with solicitors and accountants.
In part seven of the PPSB video series, we talk about how to nurture S&A relationships over time.
"Nurturing" might be the fourth stage in the relationship development process. But remember, we have only just completed the first meeting, so it is still very early days in relationship terms.
Your objectives have to reflect that. Some of the key things you should be trying to achieve in the nurturing stage are:
• To continue to establish your credibility, by building on the great work you did during the first meeting.
• To demonstrate that you understand the issues and challenges they are facing by talking more about the impact those challenges are having on them and their practice.
Watch part seven now.