Referral & Relationship Specialist

American Bankruptcy Institute; Troy (MI); Hybrid; USD 55,000 - 65,000; Full time

Benefits offered by this job

Hybrid work model

Birthday day off

Competitive benefits

Community involvement

Job summary

Disability Law Group seeks a motivated Referral & Relationship Specialist to grow and strengthen the firm’s nationwide referral network across Social Security Disability, VA Disability, and personal injury practices.

This non-traditional business development role focuses on outreach, partnerships, and tracking results, with local travel and a flexible hybrid work model to balance client service and community engagement.

Qualifications

• 2+ years of experience in business development, referral development, relationship management, or related outreach roles.
• Strong written and verbal communication with professional external representation.
• Ability to work toward outreach goals, activity targets, and revenue opportunities.
• Comfortable with local travel and occasional evening/weekend events.

Responsibilities

• Build, organize, and maintain a firmwide referral network across practices.
• Identify and engage attorneys, medical providers, veterans organizations, and other partners.
• Develop and maintain a partner book by practice area, case type, and relationship strength.
• Research new referral sources aligned with Disability Law Group, MAA, and related areas.
• Lead proactive outreach via phone, email, LinkedIn, and events; schedule meetings.
• Provide regular reports on outreach, pipeline, outcomes, and revenue opportunities.

Skills

Referral development

Relationship management

Outreach strategy

CRM / data tracking

Event representation

Tools

CRM systems

Excel

Monday.com

Referral tracking tools

Job description

At Disability Law Group, we exist for one reason: to help people through some of the most difficult moments of their lives — and to do that work with skill, heart, and purpose.

We are a mission-driven law firm focused on Social Security Disability and Veterans’ disability benefits. Our work demands more than legal knowledge; it requires empathy, persistence, and a genuine commitment to listening to people when they need it most.

Everything we do is guided by our core values — Listen, Invest, Vigor, Empathy, and Solutions (LIVES). These values shape how we show up for our clients and for one another. From the first phone call to the final resolution of a case, we treat each client’s situation as unique and deserving of thoughtful, personalized advocacy.

Our team is made up of dedicated professionals across intake, applications and appeals, records, case management, attorneys, and leadership, all working collaboratively to deliver exceptional service nationwide.

We also believe in investing in our people. DLG offers competitive pay and benefits, meaningful opportunities for growth and advancement, and a workplace culture that values balance and recognition — including a paid day off for your birthday, team celebrations, and firm-wide KPIs. Our team regularly participates in community clinics, scholarship initiatives, and volunteer opportunities, giving everyone the chance to make an impact beyond their day-to-day work. We also offer a flexible hybrid work, and a family-first, model.

At Disability Law Group, your work matters — and so do you. Together, we are building a firm that delivers results, supports its people, and truly changes lives.

Position Summary

Disability Law Group is seeking a motivated, relationship-driven Referral & Relationship Specialist to help grow, organize, and strengthen the firm’s referral network across Disability Law Group, Michigan Accident Attorneys, and related practice areas, including Social Security Disability, VA Disability, and personal injury referrals.

This is not a traditional administrative role. This is a business development, referral growth, and community partnership position for someone who enjoys building relationships, conducting outreach, attending events, tracking a referral pipeline, and turning professional connections into measurable opportunities.

The Referral & Relationship Specialist will serve as the point person for referral development, referral partner communication, relationship tracking, outreach follow-up, and referral process improvement. This role will help the firm better understand where referrals are coming from, where referrals are going, which relationships should be prioritized, and how referral opportunities can be increased.

The ideal candidate will be proactive, organized, professional, relationship-focused, and comfortable working toward outreach goals, referral growth goals, and performance-based expectations. This role requires consistent follow-up, strong communication, local travel, and the ability to represent the firm well in the community.

Key Responsibilities

The Referral & Relationship Specialist role should be structured around five main pillars:

Referral Network Development

• Build, organize, and maintain a strong firmwide referral network.
• Identify attorneys, law firms, medical providers, veterans organizations, nonprofits, community groups, professional organizations, and other potential referral partners.
• Develop and maintain a book of referral relationships by practice area, case type, referral quality, responsiveness, and relationship strength.
• Identify gaps in referral coverage and recommend new referral partners or outreach opportunities.
• Research and pursue new referral sources aligned with DLG, MAA, Social Security Disability, VA Disability, and personal injury needs.
• Develop and execute a proactive outreach strategy to expand DLG’s referral network and increase community awareness.
• Conduct warm and cold outreach by phone, email, LinkedIn, in-person visits, and event follow-up.
• Schedule and attend meetings with potential referral partners to educate them on DLG’s services and ideal referral fit.
• Maintain consistent communication with referral partners through meetings, phone calls, email, and follow-up touchpoints.
• Balance persistence with professionalism when following up with prospective referral partners.
• Track outreach activity, relationship status, follow-up steps, and referral outcomes.
• Work toward monthly and quarterly outreach goals, qualified meeting goals, referral partner growth goals, and other performance-based targets.
• Establish and maintain a referral tracking process that helps the firm understand:
• Case type
• Case status
• Whether a referred case was accepted
• Whether follow-up is needed
• Whether a referral fee or revenue opportunity exists
• Revenue tied to referral activity where available
• Maintain accurate referral data in the firm’s tracking system, CRM, spreadsheet, or other designated platform.
• Provide regular reports to leadership on referral activity, outreach progress, relationship pipeline, event outcomes, referral trends, and potential revenue opportunities.
• Help establish baseline referral data during the first quarter in the role.
• Support future KPI development around referral growth, qualified referral partners, outreach activity, and revenue impact once baseline data exists.

This builds on the current JD’s existing focus on organizing the referral network, strengthening inbound relationships, and tracking referral volume, sources, case status, follow-up needs, referral fees, and revenue opportunities.

Community Outreach & Event Representation

• Represent DLG at networking events, community events, professional association meetings, resource fairs, conferences, veterans events, and other outreach opportunities.
• Coordinate event preparation, materials, staffing, lead collection, and follow-up plans.
• Conduct local travel for meetings, partner visits, and events as needed.
• Attend occasional evening or weekend events when required.
• Coordinate with Marketing and Leadership to ensure outreach efforts support broader firm initiatives.
• Identify opportunities to make DLG a trusted and recognizable resource in the communities we serve.

The current JD already includes community outreach, in-person visits, networking events, resource fairs, consistent communication, and outreach tracking; this revision makes those expectations more performance-oriented and business-development focused.

• Work closely with Marketing, Intake, Attorneys, Case Management, Operations, Leadership, MAA/personal injury, Social Security, and VA teams.
• Partner with Intake to identify referral trends, referral quality, and opportunities to improve the referral experience.
• Coordinate with attorneys and leadership on outgoing referral partners and relationship priorities.
• Help develop referral partner education materials, outreach emails, scripts, presentations, follow-up templates, and event materials.
• Communicate referral-related updates clearly across departments.
• Identify process gaps and recommend improvements to reduce missed follow-ups, duplicate outreach, and human error.

Promoting Firm Strengths

• Clearly communicate DLG and MAA’s services, referral process, and client-centered approach.
• Educate referral partners on when and how to refer Social Security Disability, VA Disability, and personal injury matters.
• Promote the firm’s strengths, including accessibility, responsiveness, client care, language support, community involvement, and reputation.
• Ensure referral partners understand why DLG and MAA can be trusted with their clients, contacts, and cases.

Qualifications

Required

• 2+ years of experience in business development, referral development, relationship management, community outreach, provider relations, sales, account management, nonprofit development, legal marketing, healthcare marketing, or partnership development.
• Demonstrated experience conducting outreach, managing follow-up, building relationships, or maintaining a relationship pipeline.
• Comfortable working toward outreach goals, activity goals, referral goals, quota-based expectations, or performance-based targets.
• Strong written and verbal communication skills.
• Professional, polished, and credible presence when representing the firm externally.
• Strong organizational skills and ability to track outreach, follow-up, referral sources, and relationship status accurately.
• Ability to work independently, take initiative, and move relationships forward without constant direction.
• Comfortable with local travel, in-person meetings, networking events, and occasional evening/weekend events.
• Valid driver’s license and reliable transportation.
• Ability to work cross-functionally with leadership, attorneys, marketing, intake, and operations.

Preferred

• Experience managing a book of business, referral partner network, donor base, provider relationships, client accounts, or community partnerships.
• Experience with CRM systems, Excel, Monday.com, referral tracking tools, or sales pipeline reporting.
• Experience in legal, healthcare, disability services, veterans services, nonprofit, insurance, medical office outreach, home health/hospice liaison work, or professional services.
• Prior experience in a commission, bonus, quota, OTE, or performance-based role.
• Experience attending events, tabling, networking, presenting, or representing an organization externally.

Regular check-ins may include:

• Weekly or biweekly check-in with direct supervisor during the launch period
• Weekly planning around referral development and process improvement
• Monthly meeting with marketing once the role is established
• Ongoing communication with intake and client-facing team members

Follow-up meetings with team members currently involved in referral tracking and follow-up

A Skills assessment will be provided in the interview process

Compensation

This role includes a base salary plus eligibility for a performance-based bonus opportunity tied to approved referral development, relationship growth, outreach activity, and business development goals. Final compensation will depend on experience.

The pay range for this role is:

55,000.00-65,000.00USD per year (Disability Law Group) +