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 idea
What kind of business book would mine be without at least one mnemonic? CAPITAL is the strategy at the center of Success Is in Your Sphere, drawn from what thousands of professionals did well, and badly. The goal is relationship capital: the goodwill and reputation built up between two people. Each letter builds on the ones before it, and the last loops back to the first. None of it is groundbreaking. The simplest ideas tend to have the biggest impact when you execute them well and consistently.
How to do it
C, Consistent execution. Build the habit and dedicate time to long-term outcomes. The most important letter.
A, Aggregate. Get everyone you know, and knew, into one database.
P, Prioritize. Decide who can actually help you reach your goals, and how much each person matters.
I, Investigate. Learn and record what matters to those people.
T, Timely engagement. Keep a periodic fallback cadence so prioritized relationships never fade.
A, Add value. Deliver value so you're unforgettable. Sending clients a fruitcake won't cut it.
L, Leverage. Make the tasks easier to execute, which feeds back into consistency.
Then go get results: be proactive about the ask, and track your efforts.
Example
You can't prioritize people you haven't gathered. You can't add value at the right moment without knowing who matters and when to reach them. And none of it matters if you spend all your time on email and fires, or only act every six months. That's why consistency got the first letter.
Watch out for
Treating it as a rigid recipe. It's a general structure with room to deviate, and the version that fits you is yours to work out.
CAPITAL: Consistent Execution: The most important letter in CAPITAL: build the habit, schedule the work and restart after slips, because relationships pay off over years.
People, Processes, Systems: Every relationship strategy needs three parts: you (irreplaceable), repeatable recipes, and tools that amplify you.
Getting Results: You can't buy specific outcomes with specific actions, but you can ask clearly, stay in front of decisions, and track both your activity and your outcomes.
CAPITAL: Leverage: Get more relationship output from a fixed amount of time: limit people and investment, template, use recipes, automate carefully, delegate.