The Owners' Manual | Issue 15 | Spring 2019

How do you cultivate relationships?

MUHLBAUER | Cultivating a relationship as a function of business development takes time. It requires you to show a genuine interest in another person. You need to show an interest in what they do, what their company does, what their needs are, and much more; and in response offer suggestions of what you can do to assist them. That is impossible to do over a single meeting or lunch, or to do quickly. Relationships must be built over time and in doing so, will evolve through stages that become stronger.

BLICKLEY | Each relationship is different, but some examples: Find common ground (professional or personal), take an interest in THEIR business/projects, be willing to share some of your own experiences (good and bad), share newspaper/online articles/ information with them, periodically, congratulate them when you hear something good about their project or their company. MANCINI | I try to understand the person behind the name. I believe that you need to present yourself as being credible and finding ways to show how the relationship with someone works both ways.

Finding common ground of things to discuss both professionally and personally.

CARLSON | Finding common ground of things to discuss both professionally and personally. Take an interest in what they are interested in. Remember important things they share with you and ask about that next time you talk? For instance, if they have a child that is into music or sports, ask how he or she is doing. Call them with a project or piece of property in mind that can help facilitate another opportunity for the client and BL.

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