Most practices know that business is generated through sustained networking activity. They cannot be maintained without regular communication. People tend to feel most comfortable with others in their age group. Typically, a range of five to seven years on either side of a person's age creates an atmosphere of compatibility. People are attracted to others who are most like them, or to those who offer unique perspectives.
People do business with people they like, trust, confide in and feel comfortable around.
Building new relationships is difficult. Firms must clearly define who they would like to have as new clients and then develop a complete listing of their current and future network of contacts. A firm's network is a group of people who may, over time, refer business to the firm or become clients themselves. By taking the time to define its network, it is better able to utilize the network. Make these the firm's priority contacts.