RelationshipOps of the Week #36.
Video Marketing Agency
Video Marketing Agency
|
Jun 26, 2026
Jun 26, 2026
“From one account, hundreds of individual relationships were formed, leading to the acquisition of dozens of new customers.”
“From one account, hundreds of individual relationships were formed, leading to the acquisition of dozens of new customers.”
Leo Falkenstein.
This week, we’re featuring Leo Falkenstein… Co-Founder and Executive Producer at Consume Media that specializes in creating professional video content designed to help B2B technology companies such as Salesloft, Calendly, CallRail, and more achieve their business goals.
At Consume Media, his role sits at the intersection of creative leadership and long term client growth… shaping how they partner with marketing leaders who see videos not as a one-off campaign, but as a long-term growth lever.
Their work lives inside complex B2B buying cycles, fast moving leadership teams, and constantly shifting priorities.
That environment rewards one thing above all else…
Trust.
And over the last 14 years, Leo has helped build a firm known for consistency, reliability, and relationships that outlast job titles and company logos. What stood out most in Leo’s background is how clearly relationship building is embedded into the way Consume Media operates.
Not as a side activity. Not as personal networking.
But as a deliberate, repeatable part of how the firm grows, retains clients, and expands into new opportunities across the B2B technology landscape.
That mindset is exactly why he’s here today.
One Introduction… to Dozens of New Businesses.
Leonard Chin: What’s an instance when a relationship led to a big win or a really great opportunity for your business?
Leo Falkenstein:
“In the professional services space, creating, growing, and maintaining relationships is perhaps the most important strategy to propel your firm forward. I truly don’t think there is anything more valuable than the power of a relationship. We’ve seen this proven time and time again over the last 14 years at Consume Media.
Rather than pointing to a single moment, I want to share our firm-wide mindset, along with a set of observations about how our business has grown.
At Consume Media, we often pitch to CMOs and VPs of Marketing at B2B technology companies. One reality of that space is that marketing leaders are not typically in the same role for very long. They may spend a few years at a company before moving on to their next opportunity.
Because of this, we’ve intentionally focused just as much on building relationships with the individuals we work with as we have on the accounts themselves.
What has happened again and again is that we build a strong relationship with a CMO at Company A, and when that person moves on to Company B, they bring Consume Media with them as a vendor. That turns one client relationship into two, and this same story has played out dozens of times over the course of our company’s history.
A recent example came from a client we acquired in January. We worked with a B2B technology company for seven years and built a great relationship with their CMO during that time. When that CMO moved to a new company and determined that video marketing was important there, we were asked to set up a meeting. Within two weeks, they became a client. We recently completed a shoot day with that team and are currently producing 20 videos.
Looking back, we can trace much of our presence in the B2B technology space to a single introduction made ten years ago. That one individual helped us get into a single account. From that account, hundreds of individual relationships were formed, leading to the acquisition of dozens of new customers.”
40 Individuals.
Leonard Chin: What's your daily/weekly routine for maintaining relationships that help your business?
Leo Falkenstein:
“We use ClickUp for task management at Consume Media, and relationship-building is intentionally built into our business development engine.
Each weekday has a dedicated outreach task. For example, Mondays are focused on reaching out to existing clients with relevant information. Tuesdays are focused on former clients, sharing ideas, examples, or inspiration. We follow this routine religiously and aim to contact at least 40 individuals every week.
The goal is not to receive a response every single time. The goal is to stay top of mind. Over time, we’ve seen that consistent, thoughtful outreach helps us stay relevant and leads to meaningful conversations and new opportunities when the timing is right for their business.
We also place a strong emphasis on what we call “Connectors.” Connectors are people who can introduce us to multiple potential clients within our ideal customer profile. By intentionally prospecting and nurturing relationships with existing customers, former customers, and connectors, we’re able to reach a wide range of individuals who can support long-term growth.”
Networking Starts Much Earlier.
Leonard Chin: What tips would you give to your younger self around relationships and how they impact business?
Leo Falkenstein:
“The advice I’d give my younger self is that networking doesn’t start when you become a professional. Networking starts much earlier.
The people you’re in class with in grade school are part of your network. The people you play on sports teams with are part of your network. Classmates and colleagues, people you completed group projects with, and members of your religious community of choice are all part of your network.
Stay in touch with these people. Always be kind. Never burn a bridge.
Once you begin to think about your network as the collection of people you’ve known throughout your life, rather than just the people you meet once you enter the workforce, you broaden what it means to be part of a network. That mindset has shaped how I approach relationships, and it has had a lasting impact on how our business has grown.”
Key Takeaways.
We’re glad to have Leo Falkenstein with us on this week’s series, and here are the few key takeaways:
Relationships with marketing leaders transcend roles. When they switch companies, they bring trusted vendors like Consume Media with them… turning one relationship into multiple contracts.
Outreach is a team sport. Leo’s BD rhythm is task-managed in ClickUp, hitting 40 individuals a week across clients, former clients, and connectors.
Your network starts earlier than you think. From grade school to group projects, Leo sees every life-stage connection as part of the long-game.
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.
Leo Falkenstein.
This week, we’re featuring Leo Falkenstein… Co-Founder and Executive Producer at Consume Media that specializes in creating professional video content designed to help B2B technology companies such as Salesloft, Calendly, CallRail, and more achieve their business goals.
At Consume Media, his role sits at the intersection of creative leadership and long term client growth… shaping how they partner with marketing leaders who see videos not as a one-off campaign, but as a long-term growth lever.
Their work lives inside complex B2B buying cycles, fast moving leadership teams, and constantly shifting priorities.
That environment rewards one thing above all else…
Trust.
And over the last 14 years, Leo has helped build a firm known for consistency, reliability, and relationships that outlast job titles and company logos. What stood out most in Leo’s background is how clearly relationship building is embedded into the way Consume Media operates.
Not as a side activity. Not as personal networking.
But as a deliberate, repeatable part of how the firm grows, retains clients, and expands into new opportunities across the B2B technology landscape.
That mindset is exactly why he’s here today.
One Introduction… to Dozens of New Businesses.
Leonard Chin: What’s an instance when a relationship led to a big win or a really great opportunity for your business?
Leo Falkenstein:
“In the professional services space, creating, growing, and maintaining relationships is perhaps the most important strategy to propel your firm forward. I truly don’t think there is anything more valuable than the power of a relationship. We’ve seen this proven time and time again over the last 14 years at Consume Media.
Rather than pointing to a single moment, I want to share our firm-wide mindset, along with a set of observations about how our business has grown.
At Consume Media, we often pitch to CMOs and VPs of Marketing at B2B technology companies. One reality of that space is that marketing leaders are not typically in the same role for very long. They may spend a few years at a company before moving on to their next opportunity.
Because of this, we’ve intentionally focused just as much on building relationships with the individuals we work with as we have on the accounts themselves.
What has happened again and again is that we build a strong relationship with a CMO at Company A, and when that person moves on to Company B, they bring Consume Media with them as a vendor. That turns one client relationship into two, and this same story has played out dozens of times over the course of our company’s history.
A recent example came from a client we acquired in January. We worked with a B2B technology company for seven years and built a great relationship with their CMO during that time. When that CMO moved to a new company and determined that video marketing was important there, we were asked to set up a meeting. Within two weeks, they became a client. We recently completed a shoot day with that team and are currently producing 20 videos.
Looking back, we can trace much of our presence in the B2B technology space to a single introduction made ten years ago. That one individual helped us get into a single account. From that account, hundreds of individual relationships were formed, leading to the acquisition of dozens of new customers.”
40 Individuals.
Leonard Chin: What's your daily/weekly routine for maintaining relationships that help your business?
Leo Falkenstein:
“We use ClickUp for task management at Consume Media, and relationship-building is intentionally built into our business development engine.
Each weekday has a dedicated outreach task. For example, Mondays are focused on reaching out to existing clients with relevant information. Tuesdays are focused on former clients, sharing ideas, examples, or inspiration. We follow this routine religiously and aim to contact at least 40 individuals every week.
The goal is not to receive a response every single time. The goal is to stay top of mind. Over time, we’ve seen that consistent, thoughtful outreach helps us stay relevant and leads to meaningful conversations and new opportunities when the timing is right for their business.
We also place a strong emphasis on what we call “Connectors.” Connectors are people who can introduce us to multiple potential clients within our ideal customer profile. By intentionally prospecting and nurturing relationships with existing customers, former customers, and connectors, we’re able to reach a wide range of individuals who can support long-term growth.”
Networking Starts Much Earlier.
Leonard Chin: What tips would you give to your younger self around relationships and how they impact business?
Leo Falkenstein:
“The advice I’d give my younger self is that networking doesn’t start when you become a professional. Networking starts much earlier.
The people you’re in class with in grade school are part of your network. The people you play on sports teams with are part of your network. Classmates and colleagues, people you completed group projects with, and members of your religious community of choice are all part of your network.
Stay in touch with these people. Always be kind. Never burn a bridge.
Once you begin to think about your network as the collection of people you’ve known throughout your life, rather than just the people you meet once you enter the workforce, you broaden what it means to be part of a network. That mindset has shaped how I approach relationships, and it has had a lasting impact on how our business has grown.”
Key Takeaways.
We’re glad to have Leo Falkenstein with us on this week’s series, and here are the few key takeaways:
Relationships with marketing leaders transcend roles. When they switch companies, they bring trusted vendors like Consume Media with them… turning one relationship into multiple contracts.
Outreach is a team sport. Leo’s BD rhythm is task-managed in ClickUp, hitting 40 individuals a week across clients, former clients, and connectors.
Your network starts earlier than you think. From grade school to group projects, Leo sees every life-stage connection as part of the long-game.
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.