A Year-End Reflection on the Power of Relationships 

Another interesting year draws to a close. As we continue to define “normal,” I find myself yearning for the pre-pandemic days of commuting, working alongside colleagues, and meeting people in person. While I enjoy the convenience of working from home some days and the increased efficiency of not having to commute, I also miss the face-to-face interaction.   

I learned about building relationships from the very best, my parents. That education continued with mentors early in my career. In fact, my first employer, Guardsmark, would track phone calls, face-to-face meetings, and other key metrics. On the surface, these appear to be sales tactics, but they’re actually the building blocks of relationships. Whether you are selling a product, selling yourself (e.g., job hunt), seeking information, managing people, or conducting investigations, people need to trust you.  

Relationships build trust.     

The Importance of Personal Connections 

The inspiration for this article came from several places—a conversation with my friend Mistina Picciano; a key piece of information from a personal/professional contact that helped unlock a case; and one of my favorite seasonal events, the Mutual of America Law Enforcement Holiday Reception. Oddly, all three things happened on the same day, and all reminded me of something I hope we don’t lose—the value of meaningful, long-standing relationships.  

The conversation with Mistina was helpful in many ways. We have been friends for almost a quarter century. She is also married to my business partner, Tony Picciano, and a Senior Advisor in the company. Simply put, without the relationships that we all formed, Integras Intelligence would not exist today. It took effort and wasn’t always easy, but I think we are all glad to be where we are today. 

The personal/professional contact I mentioned earlier is someone I’ve known since college. While we went in different directions career-wise, we have always kept in touch. We have found opportunities to work together in mutually beneficial ways. Recently, Integras was engaged on a case related to his industry. After going through our usual investigative techniques and identifying helpful information, we were still short on a key aspect of the case. Because of our relationship, I called him. This was a shot in the dark, but his insight led to the final piece of the puzzle, which pleased us—and our client.  

At the holiday function, I connected with people whom I have known since I started working, with whom we do business, and who we are pursuing as potential customers. I spoke with members of law enforcement, industry colleagues, and others I had never met before. Handshakes, fist bumps, hugs, and kisses were exchanged throughout the room. There were discussions about family, work, and life in general, conversations about the past and the future. In short, there was an energy in the room that Zoom just can’t replicate.  

What I’ve Learned About Relationships 

As we find our new normal, we need to continue cultivating existing relationships and build new ones. Human connections are critical to our overall well-being. While we may connect in different ways today, some things remain the same:  

• Relationship building is more about giving than it is about receiving. 
• You have to take a genuine interest in people. 
• Listening is vital. 
• It takes work and repeated contact; don’t call only when you need something. 
• Be patient. Relationships take time; there is no instant gratification. 
• Use all forms of communication (in-person, phone, video calls, texts, emails, etc.). One post-pandemic benefit is the wide array of options for connecting.
• Don’t focus exclusively on yourself; connecting others may help grow your own relationships. 
• It’s never too early or too late to start. 

Final Wishes . . .

As we wrap up 2023, I want to express the following:

• To our customers, thank you for your trust in Integras. We value each and every one of you and look forward to the future. 
• To our friends and family, it’s been some ride so far. Thank you for taking it with us. 
• To our strategic partners globally, we can’t do what we do without you. Thank you.
• To our employees, we could not be any more fortunate. You all are the backbone of what we do every day. We are excited to see what the future holds for our team. Thank you for everything.  

Have a happy, healthy holiday season and a prosperous New Year.