The networking grind tells us to “just keep reaching out,” cast a wide net and something will stick. But chasing everyone often means connecting with no one in a meaningful way. Author David Ackert sits down with Rob to explore why focusing on a carefully chosen short list of high-value contacts can spark deeper relationships, more meaningful interactions, and career-defining opportunities. Drawing from decades of experience helping professional services firms accelerate revenue, David shares practical strategies to identify, prioritize, and engage the people who matter most.
In this episode of Pocket Sized Pep Talks, you'll learn:
• How to challenge the assumption that “bigger networks are better” and instead focus on high-value connections.
• Techniques for identifying which existing clients or contacts belong on your intentional “short list.”
• Common mistakes professionals make when building a priority network and how to avoid them.
• How to balance quality versus quantity in outreach, even in volume-driven industries.
• Real-world examples of unlocking opportunities by focusing on current relationships rather than chasing new ones.
• How to see your existing network with fresh eyes and discover hidden potential.
• Practical ways to make first interactions meaningful and authentic, not transactional.
• Tips for building relationships with high-value contacts in a way that feels natural and mutually beneficial.
• The simplest first step listeners can take today to turn their network into a true catalyst for business growth.
To learn more about this guest, visit:
PipelinePlus.com/theshortlist.