How to Build Strong Business Relationships — Remotely

Just prior to the pandemic, the authors interviewed 82 managers from four regions of the world about how they decide to trust new business partners. During the height of the pandemic in November and December 2020, they re-interviewed 21 of those managers and asked them how the pandemic was affecting their ability to develop new business relationships. They found that their cultural differences were still active. However, their common experience with having to meet virtually had generated a consensus: It’s almost impossible to build the kind of trusting relationships that were sustaining their businesses through the pandemic when only able to meet virtually. The authors discuss the specific challenges managers have faced in building business relationships virtually, then offer four pieces of expert advice for how to overcome them.