A considered approach to generating client referrals

About Clients By Referral

Clients By Referral exists to solve a problem that many experienced professionals recognise but rarely articulate clearly.

Referrals are widely discussed, yet in practice they are often handled poorly. Some professionals avoid the topic altogether, concerned that raising it might feel awkward or risk damaging trusted client relationships. Others approach it in ways that feel scripted, transactional, or overly sales-driven.

This programme was designed to sit deliberately between those extremes.

It provides a structured, considered way to generate client introductions that feels natural, ethical, and consistent with long-term professional relationships.

What the programme is built on

At its core, Clients By Referral treats referrals as a by-product of good professional work, not a tactic to be bolted on at the end of a client engagement.

The programme focuses on:

  • Clear referral intent and boundaries

  • Language that fits naturally into professional conversations

  • A repeatable process that removes uncertainty and hesitation

  • Supporting materials that make referrals easier for clients to act on

There are no scripts, pressure techniques, or persuasion frameworks.
The emphasis is on judgement, context, and practical application.

How this differs from typical referral training

Many referral programmes focus on confidence, motivation, or “asking better”. Others rely on templated scripts that work in theory but break down in real client relationships.

Clients By Referral takes a different approach.

It assumes participants already care about trust, reputation, and quality of work. The programme is designed to help those professionals introduce referrals in a way that aligns with how they already operate, rather than asking them to adopt behaviours that feel unnatural or performative.

The result is a process that can be used consistently, without forcing personality changes or uncomfortable conversations.

A considered track record

Clients By Referral has been delivered since 2007 to over 5,000 professionals in Australia.

From small practices to large firms, the programme has evolved over many years across a wide range of professional contexts, including advisory, consulting, and client-facing roles where long-term relationships matter.

Over time, the programme has been refined based on how people actually apply it in practice - what feels comfortable, what causes friction, and what sustains results beyond an initial burst of enthusiasm.

The focus has always been durability rather than novelty.

Who the programme is for

Clients By Referral is designed for:

  • Experienced professionals with established client relationships

  • People who value trust, reputation, and professional judgement

  • Those uncomfortable with sales-style referral tactics but unwilling to leave referrals entirely to chance

It is not designed for:

  • Beginners looking for quick wins

  • High-pressure sales environments

  • Anyone seeking scripts, shortcuts, or aggressive growth tactics

This filtering is intentional.

About the programme’s creator

David King

Programme Creator

David has worked across professional services, advisory, and leadership roles, with experience in complex client environments where trust and credibility are non-negotiable. The programme draws on that background, as well as years of observing how referral conversations actually unfold in real professional relationships.

Rather than positioning referrals as a sales skill, the programme reflects a belief that the best outcomes come from clarity, consistency, and respect for the client relationship.

David is currently the Founder and CEO of the innovative learning platform Tribal Habits. Prior to this, David ran the professional training firm Vue Consulting where he created and delivered Clients By Referral (plus many other innovative training programmes) for over 10 years.

David has lived and worked in Sydney, London, New York, Tokyo and Brisbane for JP Morgan, BNP Paribas, ANZ, Vue Consulting and Tribal Habits.

Connect with David on LinkedIn.

Our Intent

Clients By Referral is not designed to appeal to everyone.

It is a considered programme for professionals who prefer substance over tactics, alignment over volume, and long-term relationships over short-term outcomes.

If that perspective resonates, the programme will make sense.