What is the difference between receiving a cold call versus a referral? When a potential client calls stating that I was recommended by another organization (or individual), suddenly, we develop a triangle. There is the cause seeking professional services, my work as a consultant, and the third party who has encountered my talents somewhere prior. By having three fixed points, it is easier to develop and nurture a connection. When I receive a cold call and a request for a proposal, the decision on who to engage for the work is often based on price or other lesser considerations.

What is the third fixed point that elevates your work/engagement with others? As a social sector organization seeking contributions, a known donor asking another potential donor to engage is often far more successful than a random solicitation. When seeking a new board member, even a previous board member with connections to a candidate may be the best initiator of a conversation. Triangles allow us more flexibility and provide more latitude, even if we stumble during our first encounter.