Relationship Building
Build a relationship plan for the year, not just a sales plan
Founders and CEOs set revenue targets every January. Here is how to set relationship goals that support them without turning people into a pipeline.
The takeaway
Pick a small number of relationships to deepen, a few new circles to enter, and a realistic calendar of gatherings you will actually attend.
Why relationships deserve their own plan
Most leaders plan headcount, budget and revenue in detail but leave relationships to chance. The result is a busy calendar of meetings with people you already know and few new perspectives.
A relationship plan is not a quota of introductions. It is a short list of people and communities you want to invest in, written down so it survives a busy quarter.
Three lists to write this month
Keep each list short enough to act on.
- Five existing relationships you want to strengthen this year.
- Three industries or roles you rarely meet but want to understand.
- Two communities or recurring gatherings you can attend consistently.
Put it on the calendar
Block recurring time for gatherings before client work fills the year. Consistency matters more than volume: the same faces over several months build familiarity that a single large event cannot.
Review the plan each quarter. Drop what is not working and keep what produces real conversations.
