To figure out who matters most in your circle, you’ll have to rank your contacts. Pick the top ten to twenty people in your networking contacts and treat them with extra care.

Follow them on social/business media and get to know about their business interests. Follow up with them two to three times a year about those interests. Look for news articles or business events that are in line with what is important to them – and send an email or make a phone call.

Send a holiday card, send a birthday greeting – stay in touch.

Invite them to networking events, or to a business lunch or function.

The more that you can make your contacts feel like friends, the more fluid your business relationship will be. Referrals, business and assistance will flow back and forth with ease.