Protecting Referral Partner Relationships

Trust is the key partner asset. A referral relationship works best when the partner, PMT, and prospect understand who is doing what, why the introduction is being made, and how communication will be handled. Professional follow-through protects the relationship even when a project does not move forward.

Clarify roles before the introduction

Before making an introduction, clarify the partner’s relationship to the prospect, the purpose of the connection, and what role PMT will play. Do not blur advisory, clinical, design, or sales responsibilities. Clear roles make the introduction easier to understand and reduce the risk of mismatched expectations.

Obtain consent and share only what is needed

Obtain the prospect’s consent before sharing contact information, and provide only the business information needed for a useful first conversation. Never share patient information. Respect for consent and confidentiality is essential to protecting every party involved.

Confirm attribution

Use the approved referral process so the introduction is documented at the time it is made. Attribution, eligibility, and any compensation depend on approved written terms and the facts of the specific relationship. Informal assumptions should not replace clear records.

Communicate without overpromising

Describe PMT accurately and avoid promises about equipment availability, pricing, project feasibility, approvals, outcomes, or compensation. A well-framed introduction invites exploration without representing decisions that have not yet been made.

Make the partner look responsible

Follow through promptly, communicate professionally, and bring useful context to the first conversation. When a partner makes a thoughtful, consent-based introduction and PMT responds clearly, the prospect sees a coordinated team rather than a disconnected handoff.

Learn about the PMT Referral Partner Program.