Referrals and Alliances: How to Grow Without Cold Outreach
The cheapest, highest-trust growth comes from referrals and alliances. The catch is that most managers wait passively for referrals instead of asking for them systematically. Here's a system, built on consultant Alan Weiss's referral approach, for turning happy clients and good partners into a steady pipeline. The Ask That Works Weiss's line is worth memorizing: "Referrals are the coinage of my realm. Given the success of our current engagement, whom do you know who could also use such benefits and value? If you would make the introduction, that would be greatly appreciated. If not, may I simply use your name?
