It started when Andrew Parker sent me a dozen mangoes and a bottle of French champagne. With that gesture I learnt the secret to guaranteeing a steady flow of referrals and new revenue to any consulting services firm. Andrew called it his MICRophone program. This is how it works.
When I started my own firm, I had 17 years of ‘sweat equity’ behind me of relationships and favours done. I expected a stream of new client referrals in those early days, a ‘thank you and good luck’ gesture from a long list of professional ‘I Owe You’s.’