From First Contact to Firm Connection

How to build and nurture meaningful business relationships

Mar 05, 2025

No, I’m not talking about the 1996 Star Trek film - I’m talking about meeting new people and nurturing that initial meeting into a meaningful and valuable connection. Because, as the saying goes…

It’s not what you know, it’s who you know.

We’ve all heard it, and while it might sound a bit cynical, there is a kernel of truth to it. In today’s interconnected world, and as much I personally hate the cliche phrase, it is undeniably true that “your network is your net worth”.

But as Jean-Luc knows only too well, first contact is only half the battle. The real challenge lies in building and maintaining those connections over time. We’ve all been there: you meet someone great at a networking event, exchange information, follow up…and then what? Too often, those connections fade away, leaving valuable opportunities untapped.

Networking definitely doesn’t happen at warp-speed. It’s not a sprint; it's a marathon. The real value comes from nurturing your connections over time, building genuine relationships that provide mutual support, opportunities, and growth. Something my good friend Matthew Stafford has been promoting with his 9others network. A global network of over 5,000 entrepreneurs in over 45 cities that help each other by sharing connections, experiences and different perspectives.

This article builds on some of my previous articles on how to prepare for a networking event, how to create an elevator pitch and how to follow up after an event, then this article will explore how to go beyond the initial handshake and build lasting relationships that fuel your career and personal growth.

Beyond First Contact: My top 7 tips

Here are my top 7 tips to go from first contact to firm connection. I never said this was going to be easy, but in the long run, the results will pay for themselves 100x over...

#1 - Be consistent with your communication ⏱️

Don't just reach out when you need something. Consistent, low-pressure communication is key. Find a balance of how often. Too much contact can be overwhelming, while too little can lead to forgetting. Mix it up – LinkedIn, email, occasional phone calls or virtual coffee chats.

#2 - Always be providing value 💰

Leverage the reciprocity principle; networking is a two-way street. Focus on how you can help others in your network. Sharing relevant content: Articles, industry news, job postings, resources. Think about what would be valuable to your connections.

Make introductions when possible and relevant, Connect people who could benefit from knowing each other. This is a powerful way to add value to your network.

Finally, be ready to offer support and expertise. Be willing to share your knowledge and help your connections when they need it.

#3 - Keep your approach personal 🤝

Group your connections based on shared interests, industry, or level of closeness. This allows for more targeted communication.

Remembering details is key for building a genuine connection. Birthdays, work anniversaries, personal achievements. A little personalisation goes a long way. If you have a lot to remember, or know that you are forgetful see tip #4.

Remember to adjust your message and channel based on the individual and the context. Some people prefer to keep in touch via email, some phone, some by WhatsApp or text message and others may prefer the occasional long lunch or power breakfast.

#4 - Track your network and conversations 📈

Consider using a CRM system to manage your contacts, track communication, and set reminders. Spreadsheets or simple notes can help as well. Even a basic system is better than nothing. Keep track of key information and follow-up dates in your system or your calendar. (See tip #1)

#5 - Leverage digital channels 🖥️

Stay active on networks like LinkedIn. Engage with your connections' content – like, comment, share. This keeps you top of mind.

Join relevant groups. Participate in discussions and connect with other professionals in your field.

Finally, sharing your own content. Position yourself as a thought leader and provide value to your network.

#6 - But go beyond the digital 🍺

A more personal touch can strengthen relationships - the occasional phone call or video chat are super convenient ways to keep in touch.

Nothing beats an in-person meetup. Coffee chats, industry events, lunches or even casual get-togethers over a beer can deepen connections.

#7 - Be generous with your time, expertise, and connections 🤑

The more you give, the more you'll receive in return. But don't expect immediate returns, networking is about building long-term relationships, not short-term transactions.

Conclusion

Nurturing your network is an ongoing process, but the rewards are significant. By investing time and effort in building genuine relationships, you'll create a support system that can propel your career, your business and personal growth for years to come.

Do you have any tips or strategies that you use to cultivate and maintain your professional relationships? Drop me a message in the comments.