The I in CAPITAL. Learn and record what matters about your key people, so you can show them you actually know them.
The idea
The I in CAPITAL is Investigate, and it rests on a simple fact: we work with people we know. Knowing someone comes down to a run of mostly good interactions plus personal information flowing both ways. The strongest thing you can do for a relationship is show the person you know them. In the book I called this intelligence, "the metadata of engagement": the seemingly inconsequential information around the main conversation, like weekend plans and family. One big revision since the book: collect less. I used to try to remember everything about everyone, and I got exhausted and gave up. Now the filter is what you'll want to remember about them next year.
How to do it
Before a meeting, reread your notes and spend about five minutes online (see web-reconnaissance).
In the conversation, lean into small talk and get past the press release.
Right after, record what matters, filtered by the One-Year Test: one thing, maybe two.
Keep it in one place you'll actually reopen.
Use it: review your notes before the next interaction.
Do this only for people you genuinely care about. The person you'd hide from in the cereal aisle doesn't need a detailed dossier.
Example
A recruiting coffee with an executive named Stephen ended with a throwaway question about his weekend. His son had a free-throw tournament. I wrote it down, and instead of a milquetoast thank-you email I shipped the kid a basketball. A week later Stephen introduced me to a marketing executive he'd known for 12 years. Recruiters charge five to six figures for an intro like that. Mine cost a note and a $10 ball.
The CAPITAL Strategy: Seven linked steps for building relationship capital: C (Consistent execution), A (Aggregate), P (Prioritize), I (Investigate), T (Timely engagement), A (Add value), L (Leverage).
The One-Year Test: Before writing a note about someone, ask what you'll want to remember about them next year. Write one thing, maybe two, then stop.
The Four Points of Information: Four places good notes come from: where the relationship stands, where their work stands, next steps, and personal details. Keep only what you'll use.
Social Objects: Interactions revolve around shared objects, stories and details. Collect them and create them, because they become your reasons to connect.