References are a fantastic way of growing your network while also helping to strengthen the reason why your candidate could be a strong match for your clients need. Not only are you increasing your ability to add new people to your network but you are also now able to perform a condensed reference on a candidate that you are considering to present to a client. Don’t forget that we want to squeeze as much from our calls as we can! This lead could result in a candidate for a current search OR a potential new client lead. By asking “Who Do You Know” in an integrated conversational approach, you will quickly build your referral network.