Yesterday I spoke about the power of referrals. And how the right referral can short-cut what you need to do and say if you're looking to win a new client.

Unfortunately, the referral works both ways.

If Adam, refers you to Florence, and Florence really trusts Adam, you better do a great job. Because if you do a bad job, then you're damaging the relationship between Florence and Adam. She is less likely to trust him in future. All because of you.

Take action: If you receive referred business, take good care of the relationship that you hold in your hands.