Relationships Are Capital
We all know relationships matter in business. We talk about customer loyalty, retention, referrals and lifetime value. We spend a fortune to attract new customers, and we know perfectly well that keeping the ones we have is good business.
So why are we so busy chasing strangers?
Think about the people who already know, like and trust you. The customers who’ve been with you for years. The employees who know your business inside and out. The people who recommend you when you’re not even in the room. How much are those relationships worth? And how much attention do we give them when there’s no transaction on the horizon?
That’s relationship capital. And there’s a lot more of it than most of us realize.
In this talk, I make the case for treating relationships as capital worth investing in and stewarding. I’ll challenge familiar assumptions about how we grow businesses, show where we’re overlooking value that’s already there, and explore what it takes to care for relationships consistently, even as AI changes how we work.
Your audience will leave ready to:
- Recognize the relationship capital they already have, including value that never appears on a sales report.
- See how value flows to both sides of a relationship, before, during and after a transaction.
- Make better decisions about where to invest their attention and how to steward the relationships that matter.
A strong fit for business conferences, association meetings, leadership retreats and organizations looking for a more profitable, resilient and enjoyable way to grow.
Based on the ideas in my book, People Are the Point.