Relationship management: The every 90 day principle


A client has recently been thrust into a role that requires him to be far more conscious and strategic about his relationship management than in his previous roles. His challenge is one that most of us face: How on earth to fit this aspect into an already very busy job?

In figuring out the answers to that challenge, remember that the people who are your key relationships don’t need you to be hand-in-hand with them every day. Despite the fantastic contribution you could make to their lives, you will just annoy them if you overdo the relationship building thing.

All you need is for your target person to remember you when you need them to! To achieve this, it appears that the client needs to be reminded of your existence in a reasonably positive way, about every ninety days. That reminder might just be that you have had a brief chat in passing, that you have sent them a useful piece of information, included them in an invite, or, of course, made direct contact.

Every ninety days is only once a quarter. Seems easy and the smallness of New Zealand’s population does make the process easier. Its also it, but surprisingly hard to do in reality. The more you can automate the contact the better. There is a Kiwi networker who does it by his Friday Joke List. If you meet him, he always asks if you would like to be on his Friday Joke email. According to his wife, practically everyone says yes. And there he has it: a regular weekly reminder of his existence. We don’t want everyone doing this, but you could find your own approach.

For some ideas, take a look at Robyn Henderson’s networking tips. Henderson is an Australia, so her ideas are likely to work here too.

Leave a Reply