Dubbed a “networking machine” by other dealmakers, Karin Kovacic estimates she has amassed about 20,000 contacts since she began her involvement with ACG about 10 years ago. She used a customer relationship management tool to track them, and makes sure she stays in close contact with about 100 people, reaching out to others on an annual, semi-annual or quarterly basis. She also tries to add value to her relationships by helping to make introductions or otherwise “paying it forward.”

“You never know when anyone or anything is going to end up leading to business,” Kovacic says. “When you meet people you like and you respect, who are smart, then you tend to want to do business with people you form relationships with.”

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