One of the cornerstones of
ContactsLaw's
CRM features is the capture of
contact referral information. There are two main referral methods:
- Referral sources
A referral source respresents an initiative, campaign or other collective source of referral. They typically have a window of relevance (e.g. the running length of an advertising campaign), outside of which the source cannot be used.
Conversion statistics are reported on a per-source basis, where a conversion is described as being the first file opened for a contact in respect to that referral source. This means that the same client may contribute to the conversion rate for multiple sources if it has a file in each. The value of business for a referral source consists of only those matters whose 'origin' is that referral source.
- Referring contacts
Referring contacts allow for an existing contact/client to receive credit for the referral of new contacts. Conversion statistics are reported on a per-contact basis, where a conversion is described as the transition from contact to client. The entire value of business (spanning all files) is attributed to the referring contact.
Prospective clients
If a contact is marked as a prospective client (i.e. by specifying a prospective workgroup), there is an option to make referral information mandatory. Providing this information allows for more granular reporting.