How a Small Company Uses an In-Person Event to Build Partnerships and Generate Referrals

TorranceLearning had done little in the way of marketing. New business came from referrals from the founder's past employers, a few speaking engagements, and a collaborative business group. While the company held its own with such business, projects didn't come in consistently and cash flow was affected.

The founder, Megan Torrance, was also concerned that such business could dry up and knew she couldn't rely on it. She needed to boost her referral strategy.

An idea to do so came unexpectedly while having coffee with a colleague. Torrance couldn't attend a conference her colleague attended, so the colleague went to sessions for her and shared what she learned. That inspired Torrance to do the same for other professionals in her industry, and soon a semi-annual networking event was in place.

Thanks to that event, Torrance has established referral partnerships and hopes to increase revenues to $1.5 million this year.

Read the complete case study to learn about the event they created and how it is leading to new business.