Читать книгу How to Win Client Business When You Don't Know Where to Start - Tom McMakin, Doug Fletcher - Страница 18

It is often said in professional services that we are in the relationship business. Clients hire people with whom they have a relationship. Or, in the absence of knowing someone who can assist them, they rely heavily on the advice of others. Our ability to win client business is based upon the quality of our professional network.

I prefer to use the term “ecosystem” rather than “network.” Ecosystem is a better word, I believe, because networking has taken on a negative tone for some. Ecosystems are a complex mesh of mutually supportive, beneficial relationships. Our professional ecosystem is comprised of the people with whom we have relationships. The most successful rainmakers spend considerable time building their professional ecosystem. Not in a superficial way (say, LinkedIn connections you've never met), but in ways that are genuine and real.