I had a VP at a multi-billion-dollar defense contractor email me recently with an urgent request. I had never done any business with him, but he was personally referred to me by a guy we’ve supported on multiple 100+ person programs over the years. So, of course, I responded to him. The quick email conversation with this VP (let’s call him Joe) served as one more reminder to me of the power of building relationships in the service industry. More importantly, Joe isn’t getting his jobs filled. And, it’s primarily his fault.