Custom B2B Referral Programs
We take you through the seven phases of building, rolling out, and honing a successful
B2B Managed Referral Program.
To ensure you’re always in control, you choose the speed and timing you want to go through the phases. We’ve “bucketed” these phases into three separate components: Explore BRP, Action BRP, and Fastest Path to Revenue ™.
Each of these components includes specific deliverables (see below) and is priced separately so that you can choose if/when you want the next component initiated/completed.
Explore BRP
We make sure your Managed Referral Program produces the sales results you are targeting by assessing your organization’s “Referral Readiness”.
Purpose
Answers the question:
“Is a managed referral program right for us, or right for us now?”
What is Involved
Interviewing those within your organization who will supervise, manage, and support a referral program.
What You Get
A “Readiness Assessment” that evaluates your organization’s capacity to establish and sustain a Managed Referral Program.
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The assessment includes recommendations in 10 key areas:
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Goals, People, Culture, Processes, Technologies, Data, Budget, Reputation, Alignment, and Support/Sales Assets.
Action BRP
We provide you with an action plan that leverages only those referral sources who will bring you the kind of business you need to meet your sales targets.
Purpose
Answers the question:
“What does a managed referral program look like for us?”
What is Involved
Review and analysis of referral behaviors;
and
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Interviews and facilitated discussions with up to 10 potential referral sources to identify their (unique and evolving) skills to refer, willingness to refer, and opportunities to refer.
What You Get
A customized Managed Referral Program Action Plan spanning detailing the activities needed to activate your referral sources by addressing their gaps in skills, willingness, and opportunities to refer the business you want.
Fastest Path to Revenue™
We roll out a customized Managed Referral Program by providing the support you need in project management, coaching, and development of sales enablement tools/materials.
Purpose
Answers the question:
“How can we ensure a referral program delivers the results we need?”
What is Involved
Supporting roll out of the customized Managed Referral Program Action Plan that is shaped by the strengths and limitations identified in “Explore BRP” and “Action BRP”.
What You Get
Six customized sales enablement resources, six quarterly reviews, and 10 hours of coaching and/or project management for:
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Your chosen referral sources (to find, engage, and qualify revenue-generating opportunities)
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Your Referral Manager (to manage and empower referral sources)
