What seems like 100 years ago, FIG wrote a white paper: Book of Business: What Is It and How Do I Build One? It was an article outlining strategic networking, marketing efforts, name recognition, expertise and referrals. In short: business relationships. We thought we’d take a deeper dive into this proposition and discuss the maturation cycle of professional alliances: what are some of the actual mechanics of maintaining, nurturing and sustaining these relationships and how exactly do we execute our desired goals without being transactional or mercenary?