Carol Roth Blog
This blog features Carol Roth's tough love on business and entrepreneurship, as well as insights from Carol's community of contributors.
 

When Should You Pay for Introductions?

 

making introductionIs it worth it to pay for introductions to key people at target companies? Carol discusses this in her recent article, “The Art and Science of Finder’s Fees for Business,” posted on Bank of America’s Small Business Community. Carol begins:

“As a deal maker with a couple of billion dollars of completed deals, and at least hundreds of millions worth of deals that fell apart for some reason, I know firsthand that deals are a big business.

Given that business growth is often via new customers and that finding new customers is a big component of that, turning to your network can be a great source of small introductions and big deals.

If you want to enhance getting such referrals, or perhaps if you have a strong network to be monetized, you may want to formalize giving or getting finder’s fees. However, the structuring of finder’s fees is both an art and a science. Here are some things to keep in mind to make your referrals and finder fee initiatives more successful.

I am usually happy to pay a finder’s fee if it’s a business that I would not have been able to get to on my own and the nature of the finder’s relationship adds significant value to my business. I also request finder’s fees in the opposite capacity.

However, not every lead is worthy of a finder’s fee.”

You can read the rest of the post here.

Article written by
Catherine Morgan is the editor of Business Unplugged ™, an engaging speaker, and the founder of Point A to Point B Transitions Inc., a virtual provider of coaching services to individuals who are in business or career transition. Catherine is the author of the eBook Re-Launch You: Discovering Your Point B and Embracing Possibility. An experienced independent consultant and former employee of three of the former Big Five consulting firms, Catherine combines strategy development with accountability coaching. Her productivity tips and career transition advice have been featured on WGN AM 720 and WIND AM 560 The Answer in Chicago, and on WCHE AM 1520 in the Philadelphia area. Catherine speaks frequently on topics related to productivity, career transition, small business, and entrepreneurship. She doesn’t take herself seriously, but takes her subject matter very seriously.
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