Don't Be a Stranger – Page 1

DON'T BE A STRANGER
Create Your Own Luck in Business
Through Strategic Relationship Building
LAWRENCE R. PERKINS

LAWRENCE R. PERKINS is the founder and CEO of SierraConstellation Partners, a nationwide management consulting and
advisory firm, which provides services to middle-market companies. He has more than 18 years experience in working with
companies undergoing transitions. He was previously a senior managing director and regional leader of El Molino Advisors,
which he also founded and led until it was acquired by SierraConstellation. He began his career working for Arthur Andersen
after graduating from the school of business at the University of Southern California.
The website for this book is at: www.dontbeastrangerbook.com.

ISBN 978-1-77687-016-5

SUMMARIES.COM is a lifetime learning company specializing in business smarts. We provide concise information and tools for
salespeople, business owners and managers and entrepreneurs to get ahead. Read less, do more. www.summaries.com
 Don't Be a Stranger – Page 1

MAIN IDEA 1 Keep it simple

For all the interesting inbound and outbound
marketing you will ever do in your career, the one 2 Don't be an empty suit
thing that will probably make your phone ring the
3 Be intentional
most is hearing from people you've built a
relationship and personal connection with. People 4 Understand the business cycle
always have and still prefer to do business with
people they know and like. STRATEGIC 5 Move relationships forward
RELATIONSHIP
BUILDING 6 Offer and also ask for help
7 Be patient
STRATEGIC
RELATIONSHIP
BUILDING
Principle #1 – Keep it simple. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Page 2
Relationship building is not rocket science. Remember people like to buy from people
they like and trust. Reach out to the people you know and stay in touch. It's easy.
Therefore, you can and should engage in vibrant,
ongoing strategic relationship building. You'll be
Principle #2 – Don't be an empty suit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Page 3
amazed at how frequently strategic serendipity will
come into play once you've built your network. Be Make sure you're incredibly good at what you do. You don't want people to remember you
top of mind with the people you like, and they will as an empty suit who was incompetent. Give people solid reasons to remember you.
reach out to you again and again with business
opportunities that will fill your pipeline. Principle #3 – Be intentional . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Pages 3 - 4
Make a commitment to create touchpoints with If you're aiming to build relationships anyway, why not be intentional and do a great job of
people in your network every week. Grow your it? Becoming top of mind to more people means extending the life and career you have.
network week by week and you're digging your well
before you're thirsty.
"For some reason, in the internet era, people seem Principle #4 – Understand the business cycle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Page 5
to think relationships don’t matter anymore. I’d Touchpoints are helpful, but it's important that you move the new people you meet
argue they matter more than they ever have. In the through the business cycle and reach a productive relationship. Use the cycle astutely.
era of Instagram, Facebook, and LinkedIn,
everyone puts up the highlight reel of his life. It’s
Principle #5 – Move relationships forward . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Page 6
easy to look like an all-star online. A great website,
however, tells you nothing at all about what kind of Building genuine strategic relationships requires that you relate to the people you're
business you’re dealing with. Your friend or your bonding with. Don't be pushy, and let things develop at their own pace. Be intentional.
business contact will give you the real story. By
reaching out and building relationships on purpose, Principle #6 – Offer and also ask for help . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Page 7
through touchpoints, we become the people that
other people like and trust. We become top of mind The best way to stand out, especially in a commodity market, is to form authentic,
when they need a consultant, lawyer, or a real interesting and helpful relationships. Help people out and they will do business with you.
estate agent. We become the people they’ll call
first, with the network of people who can vouch for Principle #7 – Be patient . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Page 8
us."
Never forget relationships take time to develop. Be patient, and continue to grow your
– Lawrence Perkins
strategic relationships, and trust that over the long haul good things will happen.