How to Build Powerful Referral Networks for Business Growth

The latest episode of Osprey Approach’s Empowering Law Firm Leaders podcast is now available to watch and listen to on YouTube, Spotify, and Amazon Music. In episode 22, practising corporate lawyer and Adviserly CEO Robert Flint shares his expert insight into how law firms can grow through smarter, more strategic referrals.

In conversation with Amy Bruce, Osprey’s marketing director, Robert discusses the power of building high-quality referral networks, how to qualify referrals using his ‘BTOP’ method, and the role of technology and generosity in creating a culture of collaboration.

Drawing on lessons from his legal career and his book Working with Strangers, Robert offers practical advice for lawyers who want to strengthen their outbound referral strategies and grow sustainably.

Episode 22’s conversation includes:

• Qualifying referrals using the ‘BTOP’ method
  • Managing complex referrals with confidence
  • Recognising and fixing common referral pitfalls
  • The importance of humility and experimentation
  • Using CRM systems to scale your strategy
  • The power of generosity and personality in building trust
  

Robert also highlights how poor communication and assumptions can undermine even the best intentions when working across networks. “Treat collaboration and referrals like a skill that you have to learn,” he advises, encouraging law firm leaders to treat them as disciplines to be improved.

He shares how law firms can use technology more effectively to track, manage, and follow up on referral relationships – he recommends using CRM systems to automate follow-ups – and why giving without expectation is at the heart of a successful network.

Watch the full interview with Robert Flint now to discover practical steps for improving your law firm’s referral approach and unlocking organic growth, and to hear his exclusive advice on understanding referral personality types.

Future episodes of the Empowering Law Firm Leaders podcast will feature industry experts, including Graham Moore of Katchr, Compliance & Risk Expert, Eloise Butterworth and author of Delegate Now to Supercharge your Profits, Dan Warburton. 

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Media enquiries to:

Sarah Amies, pr consultant, on behalf of Osprey Approach

+44 (0)7811 133973 [email protected] 

Osprey Approach: We make running a law firm easier

Osprey Approach provides an all-in-one, legal accounting, practice, and case management software solution to SME law firms. With over 30 years’ experience in the legal software sector, our software solution and dedicated partnership helps make running a law firm easier. 

Osprey Approach is a fully integrated solution that provides legal accounting, time recording, billing, client management, business intelligence, client portal, configurable sector-specific workflows, document production and case management features and functionality. 

Osprey’s powerful and comprehensive, multi-device software has helped thousands of lawyers to run a profitable firm and deliver excellent client care. Integrated with Microsoft Office Applications plus other key legal software providers such as Lexis Smart Forms, InfoTrack, DocuSign, and TextAnywhere, Osprey helps you manage every facet of your legal practice. 

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