RelationshipOps of the Week #9.
Business Development Consulting Firm
|
Dec 19, 2025
“… everything PipelinePlus has achieved comes from the relationships we’ve built and nurtured over time.”
David Ackert.
When I first started taking relationships seriously, Peter Kang pointed me to The Short List by David Ackert... so I ordered the physical book and gave it a read.
The concepts eventually stuck with me.
David’s approach to business development was different from anything I’d come across… simple, sustainable, and sharp. Instead of targeting 1,000s of leads, he focused on going deep with the 9 to 35 contacts that are aligned to SMART goals.
Besides being the author of The Short List, he runs PipelinePlus, where he works with professional service firms to execute the concepts outlined in his book. His firm blends coaching, behavioral science, and software tools to help his clients grow through focused business development efforts.
Over the last two decades, he’s worked with hundreds of firms globally, spoken at major industry events, and even hosts the Market Leaders Podcast, where he interviews other top minds in the field.
That’s why I’m eager to feature him in this week’s RelationshipOps of the Week. And in this piece, he’s giving us a window into how he works his own Short List... day in, day out.
Without further ado, let’s dive in.
Foundation of the Entire Business.
Leonard Chin: What’s an instance when a relationship led to a big win or a really great opportunity for your business?
David Ackert:
“It’s not one specific win that stands out. It’s the foundation of the entire business. Our success has always been fueled by relationships. Whether it’s the incredible professionals on my team or our network of clients and referral partners, everything PipelinePlus has achieved comes from the relationships we’ve built and nurtured over time.”
3 Simple Tips.
Leonard Chin: What's your daily/weekly routine for maintaining relationships that help your business?
David Ackert:
“1. Review my SMART Goals.
2. Log into PipelinePlus Tracker, where I manage my short list of key clients, prospects, and connectors.
3. Choose at least one person and send a personalized, value-adding message to help them succeed.”
14 Meaningful Interactions.
Leonard Chin: What tips would you give to your younger self around relationships and how they impact business?
David Ackert:
“Remember that it takes an average of 14 meaningful interactions to earn someone’s trust and ultimately their business. Don’t give up before you’ve earned the right to the relationship. Stay consistent, stay genuine, and play the long game.”
Key Takeaways.
David Ackert shares the concepts mentioned in The Short List in almost every format you could possibly think of… webinar, live events, LinkedIn posts, corporate training, and even in this article. I admire his consistency and am definitely inspired to do the same for our own operating system, RelationshipOps.
That said, we’re glad to have him with us this week. And if anything, here are the few key takeaways…
Relationships are the engine behind everything at PipelinePlus. Every win can be traced back to the long-term trust built with clients, teammates, and partners.
David keeps his rhythm tight: review SMART goals, log into PipelinePlus Tracker, and reach out with a message that helps one key contact succeed.
Earning trust takes 14 meaningful interactions on average. His advice? Don’t tap out early. Play the long game with consistency and heart.
That’s all for now.
If you're open to sharing your experiences in one of our future articles… or know of someone who is, feel free to drop me an email here.
Author.
Leonard Chin
Follow me on LinkedIn.
David Ackert.
When I first started taking relationships seriously, Peter Kang pointed me to The Short List by David Ackert... so I ordered the physical book and gave it a read.
The concepts eventually stuck with me.
David’s approach to business development was different from anything I’d come across… simple, sustainable, and sharp. Instead of targeting 1,000s of leads, he focused on going deep with the 9 to 35 contacts that are aligned to SMART goals.
Besides being the author of The Short List, he runs PipelinePlus, where he works with professional service firms to execute the concepts outlined in his book. His firm blends coaching, behavioral science, and software tools to help his clients grow through focused business development efforts.
Over the last two decades, he’s worked with hundreds of firms globally, spoken at major industry events, and even hosts the Market Leaders Podcast, where he interviews other top minds in the field.
That’s why I’m eager to feature him in this week’s RelationshipOps of the Week. And in this piece, he’s giving us a window into how he works his own Short List... day in, day out.
Without further ado, let’s dive in.
Foundation of the Entire Business.
Leonard Chin: What’s an instance when a relationship led to a big win or a really great opportunity for your business?
David Ackert:
“It’s not one specific win that stands out. It’s the foundation of the entire business. Our success has always been fueled by relationships. Whether it’s the incredible professionals on my team or our network of clients and referral partners, everything PipelinePlus has achieved comes from the relationships we’ve built and nurtured over time.”
3 Simple Tips.
Leonard Chin: What's your daily/weekly routine for maintaining relationships that help your business?
David Ackert:
“1. Review my SMART Goals.
2. Log into PipelinePlus Tracker, where I manage my short list of key clients, prospects, and connectors.
3. Choose at least one person and send a personalized, value-adding message to help them succeed.”
14 Meaningful Interactions.
Leonard Chin: What tips would you give to your younger self around relationships and how they impact business?
David Ackert:
“Remember that it takes an average of 14 meaningful interactions to earn someone’s trust and ultimately their business. Don’t give up before you’ve earned the right to the relationship. Stay consistent, stay genuine, and play the long game.”
Key Takeaways.
David Ackert shares the concepts mentioned in The Short List in almost every format you could possibly think of… webinar, live events, LinkedIn posts, corporate training, and even in this article. I admire his consistency and am definitely inspired to do the same for our own operating system, RelationshipOps.
That said, we’re glad to have him with us this week. And if anything, here are the few key takeaways…
Relationships are the engine behind everything at PipelinePlus. Every win can be traced back to the long-term trust built with clients, teammates, and partners.
David keeps his rhythm tight: review SMART goals, log into PipelinePlus Tracker, and reach out with a message that helps one key contact succeed.
Earning trust takes 14 meaningful interactions on average. His advice? Don’t tap out early. Play the long game with consistency and heart.
That’s all for now.
If you're open to sharing your experiences in one of our future articles… or know of someone who is, feel free to drop me an email here.
Author.
Leonard Chin
Follow me on LinkedIn.