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Building Relationships With Contacts

Years ago, someone told me about an accounting firm’s business development training philosophy. The firm had developed a continuum from 1 to 10, where “1” was something like “Would recognize me on the street,” and “10” was something like “Take family vacations together.” They asked the professionals to list their top contacts and indicate where each one fell on the continuum. After this exercise, the firm advised the accountants that their goal should be to move each contact up one number per year.

Originally published July 7, 2016
Last updated October 19, 2018
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