From a 5 minute education slot by Richard Hill of ECRM

The five rules of relationship building and recognition

Empathy

Put yourself in the other person's position and see things from their point of view. They should feel that you understand. When you hear them say, 'You're a good person to work with' you can be assured you've got empathy!

Courtesy

Be sympathetic. Make them feel human. Small talk can often seem superficial and artificial. Get into real conversation and watch for the warmth of their reaction. Look for visual and verbal clues to assist in establishing the relationship. Make your voice warm and engaging and use positive body language. Watch for any signs of mirroring to help you.

Enquiry

Use open questions to elicit information and encourage conversation. If you're having difficulty in eliciting information from someone, it can be very frustrating being faced with just 'Yes' and 'No' answers.

Interest

See the other person as someone of importance. Really be interested in what they are saying. Be alert to the possibility of throwing in an unusual question or witty response. If you can use this skill, you will 'humanise' your contact - after all, that's how you'd like them to be thinking of you.

Respect

Never assume anyone will have the same views and attitudes that you have. The world is full of different people, all with differing ideas, prejudices and opinions. Their culture may be very far removed from yours, but that does not mean it is less important. Respect people's individuality.

Leading to relationship recognition

Decision-maker: someone who can award contracts or has the power to agree to something you want to happen.

Influencer: someone whose word carries weight if he mentions you to the decision maker.

Bridge: someone who can introduce you to another person you want to contact who you can't otherwise reach.

Link: a mutual connection between you and someone else which helps establish credibility and trust with the new person - not to be confused with name dropping!

Gatekeeper: someone that stands between you and your target - always be extra nice to them!