Increase revenues: Develop a strategy for systematically cultivating referrals

By Barbara Bix, BB Marketingplus. www.bbmarketingplus.com

IEEE Consultants Network Meeting -- Wednesday, 6:30 PM, June 25, 2008

At Foley-Hoag, 1000 Winter Street, Suite 4000, Waltham, MA

Chances are you get a lot of your business from referrals-either from previous clients or from others that know your work. The question is: How often do you miss opportunities because a prospective referral source just doesn´t think of you when he/she encounters an organization that can use your services. If this happens regularly, it may be time to develop a marketing strategy for systematically generating referrals.

Please join Barbara Bix, Principal BB Marketing Plus (www.bbmarketingplus.com) as we discuss steps you can take to cultivate referrals including:

* How to identify effective referral sources

* What you can do to build relationships with these individuals

* How you can stay top of mind

* Ways you can help them recognize situations where you can provide value

* How you can motivate them to introduce you to prospective clients

Please come prepared to discuss your own referral successes.

Barbara Bix, Principal, is a seasoned business-to-business strategic marketing consultant. For the ten years immediately before founding BB Marketing Plus, Ms. Bix managed markets and products for EMC, Motorola, General Electric, and Wang. Earlier in her career, she co-founded Cardinal Data, a firm that developed turnkey business systems for manufacturers. She also worked as a Systems Analyst for Siemens Corporation and in Marketing and Human Resources for the Insurance Company of North America (now a part of CIGNA).

Ms. Bix graduated The Wharton School with an MBA in Management Information and Control. She earned her Bachelors of Arts in Cognitive Psychology from the University of Pennsylvania. She has also completed post-graduate courses at Northeastern's State-of-the-Art Engineering program and the Harvard School of Public Health.

PLEASE NOTE:

No charge for Consultants Network members or non-members.  The meeting is free and open to the public. Casual dress.

The Consultants Network meeting starts at 6:30 PM. The meeting location is at Foley Hoag LLP, Emerging Enterprise Center, Bay Colony Corporate Center, 1000 Winter Street, Suite 4000, North Entrance, Waltham, MA. From Route 128 take Exit 27B (Winter Street). At the end of the exit ramp, turn right onto Wyman St. At the next set of lights, turn right on Winter St. Stay in the far right lane and continue around the reservoir. Turn left at Bay Colony Corporate Center. Proceed to 1000 Winter Street and enter at the NORTH entrance

http://www.foleyhoag.com/TheFirm/Offices/Emerging%20Enterprise%20Center%20at%20Foley%20Hoag.aspx

Check the Consultants Network website for details and last minute information of our upcoming lectures series for 2007-2008

http://www.boston-consult.com/calendar.php

For more information, e-mail cn.boston@ieee.org or chairman@boston-consult.com; or contact the chairman Tom Vaughan at 781-344-0087. The Consultants Network website is at www.boston-consult.org.