Connections Before Contracts.
Conferences and networking events can be fun and also daunting. For many of us, that means packed schedules, panel discussions, receptions, and plenty of business cards and LinkedIn connections.
But making a connection and building a relationship are two very different things.
Some of the most valuable professional relationships I’ve developed didn’t begin with a formal business discussion. They started over a meal, at a reception, between conference sessions, or through a simple conversation about something completely unrelated to work. Those more relaxed environments give us an opportunity to learn something that a résumé, capability statement, or company website can’t tell us: Do I actually enjoy talking to this person? Do I trust them? Could I see us working through a difficult project together?
Business is still very much about people.
In Never Eat Alone, author Keith Ferrazzi writes, “The currency of real networking is not greed but generosity.”
I think that’s an important distinction.
Meaningful networking isn’t about walking into a room asking, “What can this person do for me?” Instead, consider asking, “How can I be helpful?” Maybe you make an introduction, share an opportunity, recommend a resource, offer some insight, or simply take the time to listen. Not every interaction needs an immediate return on investment.
And then comes the part we sometimes overlook: follow-up.
A great conversation at a conference doesn’t mean much if neither person reconnects afterward. Send the email. Make the call. Schedule the coffee. And don’t wait until you need something to reach out. Relationships are built through consistent, genuine interaction over time.
In construction and engineering, we talk frequently about building strong teams and successful partnerships. Those partnerships often begin long before an RFP is released or a contract is awarded. They begin when people get to know one another, develop trust, and discover where their goals and capabilities align.
So, at your next conference or networking event, don’t focus solely on how many people you meet. Focus on making a few meaningful connections.
Get to know the person before the company. Be a resource before asking for a favor. Follow up without an agenda.
You may be surprised where a genuine relationship can lead.
