Inventory the existing relationships capable of generating new business, then keep the map alive as a scoreboard of which sources actually produce and what you owe your partners.
List the relationships that could send you business, by type. Score relationship strength 1 to 5.
| Relationship | Type (customer / past customer / network / potential partner) | Strength (1 to 5) | Has referred before? |
|---|---|---|---|
The pattern that usually emerges is that a handful of strong relationships hold more latent generation than any cold channel, and they have been sitting unused.
Keep the map alive. Record what each source actually produces and, for partners, keep reciprocity balanced.
| Source | Referrals sent to you | Became customers | Reciprocity (what you have sent them) |
|---|---|---|---|
Use this to invest more attention in the relationships and partners that produce, and to keep partnerships fair so they endure.
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