Building relationships in the age of social distancing
It’s easy to say that though we began these new relationships under the strangest circumstances, we ended up with the best possible outcomes
Trust. Mutual respect. Clear communication.
These are the foundations for any strong relationship, personal or professional. The conviction used to be that in order to develop business relationships, one had to stay close to the market (hello, VP of U.S Sales), invest in social graces (hello, golf course), and essentially spend more time in the field rather than in the office.
Before everything else, I made it a point to take a genuine interest in how my counterpart was personally doing. While the goal of the call was to introduce Qumra, we shared equal airtime as I listened and learned about what was on their minds at the moment, and moved on to hear about professional interest, strategies, and concerns - all while juggling the impossible balance between making eye contact and looking at the camera.
I was fortunate to tell a great story. The Qumra portfolio companies have been performing exceptionally well and fundraising was enjoying the tailwind. But people invest not only in numbers, but they also invest in people and in teams. Obviously, the process cemented only after further online meetings with the fund’s partner team which maintained a warm interpersonal style while delivering in-depth portfolio analysis and market perspective. Very easily, our new-to-become investors became familiar with the team and enjoyed a broad and deep acquaintance level in a comfortable setting and atmosphere. You could not ask for a better beginning.
It’s hard to say if we will fall into old habits when the skies open up, but it’s easy to say that though we began these new relationships under the strangest circumstances, we ended up with the best possible outcomes.
Yael Paz is the VP of Business Development at Qumra Capital.