Build Beyond Referrals: New Workshop Helps Businesses Create a Reliable Client Pipeline

For many consultants, coaches and professional service firms, referrals remain one of the most valuable ways to win new business.

A recommendation from a satisfied client often comes with built-in trust, making it easier to secure new work.

However, relying too heavily on referrals can also leave businesses vulnerable. 

When recommendations slow down, so can the sales pipeline.

A new one-day workshop from Maverrik aims to help expert-led businesses change that by providing a practical framework for generating new clients consistently, without abandoning the benefits of referrals.

The Build Beyond Referrals One-Day Intensive has been created for executive coaches, business coaches, boutique consultants and expert-led businesses across sectors including professional services, financial services and technology.

Rather than encouraging businesses to replace referrals, the programme focuses on building a structured client acquisition system that works alongside them, giving organisations greater control over future growth.

Dean Seddon, Founder of Maverrik and author of Get Growing, believes many businesses leave business development until it's too late.

He told That's Business: "Referrals are valuable, but they leave too much to chance. When referrals become the main route to new business, your pipeline can become vulnerable, and business development often only gets attention once things have already started to slow down."

He went on to tell us that the workshop is designed to give business owners a repeatable process for generating opportunities, helping them feel more confident about winning new work regardless of referral levels.

Unlike traditional seminars, the intensive is designed as a hands-on working session. Delegates spend the day developing their own client acquisition framework, leaving with practical tools that can be implemented immediately rather than simply taking away ideas and notes.

The workshop is built around three key areas:

Proposition: Identifying the right audience, refining messaging and creating compelling offers.

Pre-selling: Building credibility, trust and visibility before sales conversations begin.

Pipeline: Creating a repeatable process for generating leads, booking meetings, presenting offers and following up effectively.

Together, these elements aim to provide a sustainable approach to business development that reduces dependence on unpredictable referral activity.

The Build Beyond Referrals One-Day Intensive will be held at three UK locations during September 2026:

Bristol – Tuesday 22 September

London – Wednesday 23 September

Manchester – Thursday 24 September

Attendance is limited to just 25 delegates at each event, allowing participants to receive tailored guidance while working alongside fellow business owners facing similar growth challenges.

Dean Seddon brings over 14 years of experience in social selling and client acquisition. During that time he has trained over 150,000 professionals, worked with organisations including Microsoft, Salesforce and BT, and helped clients generate more than $100 million in new business revenue.

Standard and Premium attendance options are available, with the Premium package including additional implementation resources, AI coaching and a one-to-one strategy session to help businesses put their new client acquisition systems into practice.

To learn more or to book places please visit https://maverrik.io

Why Customer Service Is Declining in UK Businesses, SMEs – and How to Fix It

Across the UK, small and medium-sized businesses and larger concerns, too, facing a growing customer service problem. 

From tradespeople installing uneven fencing to opticians failing to adjust glasses properly, customers are increasingly encountering work that simply isn’t done right.

This isn’t about unrealistic expectations. It’s about slipping standards.

What’s Driving the Decline?

For many UK businesses and SMEs, pressure is coming from all sides:

Rising costs force businesses to work faster with fewer staff

Training is rushed or skipped, especially in hands-on roles

High staff turnover reduces accountability and pride in workmanship

“Good enough” quietly replaces “done properly”

Complaints are treated defensively, rather than as feedback

Automation and rigid processes also mean customers struggle to speak to someone who can actually solve a problem.

The Real Cost for Small Businesses

Poor service hits SMEs harder than large corporations:

Fewer repeat customers

Negative Google and Trustpilot reviews that damage local reputation

Lost word-of-mouth referrals

More time spent dealing with disputes instead of growth

For a small business, one bad review can outweigh ten good jobs.

How UK SMEs Can Turn It Around

Improving service doesn’t require huge budgets:

Invest in proper training, even if it slows things down initially

Reward quality and care, not just speed

Empower staff to fix issues immediately

Treat complaints as free business insight

Rebuild pride in craftsmanship, whatever the trade or profession

Customers don’t expect perfection. They expect honesty, effort and problems to be put right.

Final Thought

For UK SMEs, customer service isn’t a “nice to have” – it’s a survival tool.

In competitive local markets, businesses that focus on doing the basics properly, communicating clearly and taking responsibility will stand out. Sometimes, winning loyalty really does start with making sure the fence is straight.

How Silly Design Mistakes Spoil Otherwise Good Products

There’s a proverb that goes: for want of a nail the shoe was lost, for want of a shoe the horse was lost… until, eventually, the battle was lost. 

Also, the maritime version, don't spoil the ship for a ha’p’orth of tar.

They are reminders that small oversights can cause big consequences. In business, especially in product design, this lesson is just as relevant today as it was centuries ago.

Take a recent example from my own life: assembling a treadmill. The product itself was sturdy, well-engineered, and clearly built to last. Yet, when it came to putting it together, the experience swiftly fell apart. 

The screws were supplied with an Allen key, straightforward enough you'd think, but the plastic cowling around the frame meant that the Allen key couldn’t actually fit properly. The result? Half-turns, scraped knuckles, unnecessary frustration and several swearwords. I completed the task eventually but it took longer than it should have.

That single flaw undermined the entire customer experience. For want of a few millimetres of clearance in the cowling, the treadmill felt clunky, fiddly, and less premium than it should have. 

And that’s the key point for businesses: you can invest heavily in quality materials, branding, and marketing, but one small design mistake can damage the customer’s perception of your product – and, by extension, your brand.

Common Culprits in Business

We’ve all seen it before:

Packaging that requires scissors or knives, even when the product is meant for quick use. Highly frustrating when you buy a pair of scissors but actually need scissors to open the packaging. 

Remote controls or apps where the most important functions are buried.

Stylish kitchen appliances that are impossible to clean properly.

Furniture kits with “all the parts included” but tools that can’t reach the fixings. Or a set of instructions in a multiplicity of languages, but not one you are fluent in.

Each of these examples has something in common: they were designed without enough thought about real-world use.

Why This Matters for Business

In a competitive market, the small details are what build loyalty. Customers rarely complain about the headline features that work – they complain about the one detail that doesn’t. And thanks to reviews and social media, those complaints can echo far and wide.

Worse still, these issues are often avoidable. They’re not caused by budget constraints or lack of technology. They happen because teams don’t take the time to step outside the design process and test products like real users.

The Lesson for Entrepreneurs and Product Teams

If you’re developing a product or service, ask yourself:

Have we tested this in real-world conditions, using only the tools we provide?

Have we asked someone outside the design team to assemble or use it?

Have we stripped away assumptions and looked at the customer’s actual journey?

A few hours of user testing can prevent years of bad reviews.

The Bottom Line

Silly mistakes don’t just spoil products – they erode trust. Customers may forgive a missing feature, but they rarely forgive needless frustration. 

The good news? Paying attention to the small details, and testing them properly, can turn a good product into a great one – and give your business the edge.

The Key to Sustainable Growth: The Importance of Customer Retention

In the bustling landscape of business, especially SMEs, where the quest for growth often takes centre-stage , it's easy to get caught up in the pursuit of acquiring new customers. 

While expanding your customer base is undoubtedly essential, one aspect that is often overlooked but equally crucial is customer retention. In fact, fostering strong relationships with existing customers can be the cornerstone of sustainable growth for any business.

Customer retention refers to the ability of a company to keep its existing customers over a specified period. It involves building loyalty, trust, and satisfaction among your clientele to encourage repeat business. While acquiring new customers can be costly and time-consuming, retaining existing ones can yield numerous benefits that contribute to long-term success.

Stability in Revenue Streams: Retained customers provide a stable foundation for revenue. They are more likely to make repeat purchases, leading to predictable income streams. In contrast, constantly chasing new customers to replace lost ones can result in erratic revenue patterns, making it difficult to plan and invest in the future.

Cost-Effectiveness: Acquiring new customers typically requires substantial marketing and sales expenditures. On the other hand, retaining customers is often more cost-effective. Happy customers are likely to spread positive word-of-mouth referrals, reducing the need for extensive marketing efforts. Additionally, serving existing customers tends to be less resource-intensive as you already have a relationship established.

Increased Customer Lifetime Value (CLV): Customer retention directly impacts the lifetime value of each customer. Loyal customers tend to spend more over time as their trust in your brand grows. By consistently delivering value and exceptional experiences, you can maximize the CLV, thereby boosting overall profitability.

Brand Advocacy and Reputation: Satisfied customers are not just repeat buyers; they can become your most vocal advocates. They are more inclined to leave positive reviews, refer friends and family, and engage with your brand on social media. These actions not only attract new customers but also enhance your brand's reputation and credibility in the marketplace.

Insight for Improvement: Retaining customers provides invaluable feedback for improving products, services, and overall customer experience. Through regular interaction and feedback mechanisms, you can gain insights into customer preferences, pain points, and areas for enhancement. This feedback loop enables you to continuously refine your offerings to better meet customer needs, fostering long-term loyalty.

Competitive Advantage: In today's competitive landscape, where customers have numerous options at their fingertips, superior customer service and retention strategies can set you apart from competitors. Businesses that prioritise customer retention create a barrier to entry for competitors, as loyal customers are less likely to switch brands even in the face of enticing offers.

Resilience in Turbulent Times: During economic downturns or market fluctuations, businesses with a strong base of loyal customers are better equipped to weather the storm. While new customer acquisition may slow during challenging times, existing customers often remain loyal, providing a buffer against revenue decline.

In conclusion, while attracting new customers is undeniably important for growth, the true key to sustainable success lies in fostering lasting relationships with existing customers. By prioritizing customer retention, businesses can enjoy stable revenue streams, lower acquisition costs, increased profitability, and a stronger competitive edge. Investing in strategies to delight and retain customers is not just a prudent business decision; it's a pathway to long-term prosperity and growth.