We just facilitated a session for one of my favorite clients, CalTech. They are a vibrant IT services company that has doubled in size over the last few years. I believe they would say that we were a part of that growth trajectory.
This session was about growing their business by using an intentional referral program. And why not?
Their growth rate has been terrific. They're good at what they do as evidenced by a 99% retention rate. Their new logo growth is a result of referrals, too. In 2012, 66 percent of their new clients came from referrals. In 2013, it was 63%.
The session we did for them was designed to get their customer-facing team comfortable with when and how to ask for a referral and the back-end process for following up.
They're a great sales team that sets goals, develops a plan, executes, and refines along the way.