David Glover is an upper level executive in the accounting department with a local utility company. Months ago, he had a brief meeting with Jeff, a college student interested in accounting and its role in business. Jeff had gotten David's name from a former colleague at the company he left five years ago.

Jeff was nice and polite. His resume looked good. But, David just didn't see much drive in him, and hadn't really heard much from him beyond a follow up letter. David wasn't even sure if Jeff contacted the two people David reluctantly gave him.

David also attends a local church, and is fairly active. There, he became acquainted with Susan, who is also a college student majoring in accounting. David knows Susan pretty well. His wife and her mother are pretty good friends. Susan was a big help to David when the church took on an important mission project. She helped round up other church members her age and younger, which yielded great success and helped a lot of people.

David has just learned of a small local business that needs someone to help keep their books. It would be a part-time job, but could lead to better opportunities. He was asked if he knew of someone who might be qualified and interested.

Who do you think he will recommend? Susan or what's-his-name? Get my point?

It doesn't even matter that David has never worked with Susan on anything related to accounting, although anything is possible. But he knows Susan, the person who gives her time and talents to their church and to serve others. Jeff, on the other hand, is that paper resume hidden in a file drawer at work.

In the next chapter, we will address specific starting points where you can begin building your network today. However, building relationships, again, stresses quality over quantity. You can't possibly chum up to every person you encounter. It is neither practical nor sincere.

Building Contacts and Building Relationships: The Fundamental Differences

Let's quickly review the main differences between building contacts and building relationships.

Building Contacts is a short-term process. It usually focuses on trying to meet as many people is the shortest amount of time. If a person you meet does not have an immediate need for your services, nor can they lead you to anyone else, then there is little foundation for a long-term relationship.

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