Keys To Engaging Referral Partners

January 1st, 2018

Dara Schulenberg

Summary

When B2B suppliers fail to effectively engage and collaborate with referral partners, these relationships fall short of their potential. Suppliers should establish consistent processes that trigger and guide engagement activities with their partners across multiple functions of both organizations. This report describes five program components — incentives, communications, processes, training, and relationships — that suppliers should use to successfully engage referral partners.

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