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Referral guides for professional firms - spotting the moment, referring clients compliantly, and earning a share.
Showing articles tagged Practice growth — clear filter
Becoming the trusted hub: what happens when you can always say I know someone
There is a particular kind of firm clients never quite leave: the one that always seems to know who to call. Becoming that firm i…
The exit conversation: where consulting ends and the advice referral begins
As a business consultant you shape the sale-ready company, but the questions that follow the deal are rarely yours to answer. Thi…
Why tax advisers hear the inheritance tax conversation first
Tax advisers quantify inheritance tax exposure before anyone else in a client's professional circle. Here is how to turn that fir…
The commercial client whose owner needs personal advice
Commercial retainers put you in constant contact with owners whose personal affairs need regulated advice. Here is how a solicito…
The compliant referral conversation, word by word
A compliant referral is mostly a matter of language: introducing clearly, disclosing honestly, and never straying into advice. Th…
The referrals your practice already makes — and gives away for free
Every accountancy practice is a referral engine. Most run it for free. A look at the economics of the introductions you're alread…
The business-sale client and the proceeds referral
A business sale converts years of illiquid effort into a large cash sum overnight. Here is why the solicitor who ran the deal is …
The Bookkeeper's Monthly Referral Checklist
Good referrals should not depend on luck or memory. A short monthly checklist woven into your existing work makes sure the signal…
The surviving spouse and the planning they now need
Why the surviving spouse is one of the most under-served people in estate administration, and how a gentle, consent-based referra…
The protection gap: how to spot the client who's underinsured
The protection gap rarely announces itself, but the clues sit in the everyday details you already handle. This is how to notice t…
Six Figures Sitting Idle in the Current Account: Time to Refer
When cash builds up and simply sits there, the owner may not realise they have decisions to make. You see the balance first, so y…
Referral partnerships between professionals: making them stick
Professional referral partnerships fail quietly: three introductions, no feedback, then silence. Making them durable is a design …
Single-income households post-separation: the protection referral
A financial settlement quietly assumes that maintenance and earnings will keep flowing. Separation removes the informal safety ne…
Shareholder agreements and the wills that must match them
When you review ownership documents you often discover the shareholders' agreement and the owners' personal wills tell different …
The retirement runway: spotting the client who needs advice now
The years approaching retirement are when the right guidance counts for most. Here is how to spot the client on that runway and h…
Referring your startup-founder clients
Startup founders are brilliant at building the business and poor at protecting themselves. Spotting that gap, and referring well,…
Referring your higher-net-worth clients well
Higher-net-worth clients rarely need one thing in isolation. Knowing when to bring in a specialist, and how to do it well, is cen…
Referring your landlord clients: an accountant's guide
Property clients sit on decisions that reach far beyond the tax return. Knowing which landlord to refer, and when, turns a routin…
Referring your company-director clients
Your director clients trust you with the numbers. The referral opportunity lies in the questions the numbers raise but cannot ans…
Referring your clients with young families (the protection moment)
Clients with young families are usually stretched, under-protected and unaware of it. Spotting the protection gap and referring w…
Referring a client going through divorce
A client in the middle of a divorce faces decisions with lifelong consequences under real strain. Knowing when and how to refer i…
Referring a recently bereaved client, with care
When a client loses a spouse or parent, practical and financial questions arrive whether they are ready or not. Knowing how to re…
Why probate professionals are perfectly placed to fix Britain's wills gap
Probate practitioners see the cost of intestacy and stale wills first-hand. This article makes the case that they, not will-write…
Referral Conversations That Don't Feel Salesy, for Accountants
Many accountants avoid referrals because they dread sounding like salespeople. The good news is that the least salesy approach is…