A familiar refrain I hear in my travels is “Thisalways has been and always will be a relationship business.”
More often than not this claim is made by individuals who have been in the business — let’s just say — a few years. They successfully built their territory, career and/or business on the basis of these relationships. They have friends in the business. They enjoy each other’s company at the annual industry meeting. They always can rely on the other for a game of golf or lunch.