With the COVID-19 shelter-in-place mandate, most professionals were forced to rethink how to grow their businesses. Leveraging technology platforms, many have learned that growing their practice beyond their immediate geographic area is possible. History shows us that while markets are contracting, those that will survive and thrive make certain that their outreach and visibility are expanding.

Though nothing will completely replace the benefit of in-person connection, technology and the recent global pandemic have changed “business as usual” forever. It is likely our business development efforts will become a blended approach; virtual engagement will remain prevalent and in-person meetings will be more intentional and even more valuable. It’s uncertain if or when meeting a stranger for an introductory chat over coffee or attending a large networking event or conference will be the norm again. Savvy professionals recognize that it is now more important than ever to understand how to effectively start a relationship virtually and what to do to nurture that relationship into a valuable and meaningful connection.