Leveraging Our Network: Referrals

Referring someone for a position is an opportunity to assist not only them, but another member of our network who’s looking for a person with that specific set of skills, talents, and knowledge.

It goes without saying, however, that referring someone or a company when we have reservations about their ability to succeed can not only contribute to their failure, but reflect poorly on the person who gave them a chance, and damage our credibility.  The good news is, when we’re called by a colleague and asked the proverbial, “Do we know anyone who is looking for a …”, if no one immediately comes to mind we can usually honestly say we don’t.

When we’re seeking a referral, we have a better chance of getting the one we want if we carefully define why we’re seeking the referral, what we have to offer, what company needs that product or service, and who in that company can make the decision.

For example, we read in our Linkedin feed that Smith’s Engines just won the contract to design and manufacture engines as a sub-contractor on a multi-billion dollar defense contract.  Our company is in the business of providing aerospace design engineers and has had success augmenting the staff for several other defense contractors.  We believe the person who can either make or influence the decision is the Vice President of Engineering.

We could certainly figure out who that individual is and place a cold call … but so could every other engineering firm in our space.  Instead, we check through the simple database we keep of the more than 500 members of our network and find a 1st Connection who knows the Vice President of Engineering at Smith’s Engines, then call that colleague for his advice on the best way to get in front of him and for his referral.

Recently I was leading a consulting engagement and two members from another team became available.  Their project lead called me and asked if I could find a place for them for a few weeks while she worked on securing another opportunity.  She wanted to be certain the two of them would be available for additional work if she was successful.  We chatted for a few minutes about each of their capabilities and figured out how they could temporarily contribute to my engagement.

They turned out to be two powerhouses who came in and after ten minutes of introduction got right to work.  Because of those two capable people we were able to exceed my clients’ expectations.

That other project lead put her reputation on the line when she referred two members of her team.  Her willingness to do so; however, said it all.  In an industry where we’re all independent practitioners, referrals are risky because while one bad referral won’t end your career, it can cost you the good will of someone who would have brought you work down the line.

Leah Ward-Lee is a management consultant and business writer based in Fernandina Beach, Florida and the author of $1,000 Start-Ups

Published by Leah Ward-Lee

Leah Ward-Lee, the author of "$1,000 Start-Ups", is a serial micro-entrepreneur. She opened her first business at ten after lobbying for and receiving a shoe shine kit for Christmas. She pulled her wagon through the neighborhood, going door-to-door, offering to shine her neighbor’s shoes for twenty-five cents a pair. Once her wagon was full, she took the shoes home and polished them. Unfortunately that business was short-lived. She hadn’t tagged the shoes and couldn’t remember whose shoes were whose, so her dad went with her to retrace the route until every pair was returned. Since then she’s had businesses developing and teaching college courses, instructing aerobic classes, owning half a plane that was rented to a flight and maintenance school, and renting homes. She’s also owned a consignment store, a gift shop, a gift basket business, a consulting firm, hosted The Executive Toolbox (a weekly radio show), and a publishing company. She also spent twenty years in the US Army, served as the Chief Information and Technical Officer for two major insurance companies, and has a second career as a management consultant. Leah resides in Dallas, TX and on Amelia Island with Sammy and Goliath, her two rescue dogs.

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