Why Most Business Networks Fail (And How to Build One That Wins)

Most people approach networking the wrong way. They collect business cards, join random networking groups, and hope that one day, someone sends them a referral. But hope isn’t a strategy.

If you want to build a high-value network that consistently brings you warm introductions, you need a system. - Donnie Boivin

Here’s how I structure my network using three proven frameworks:

1. The Network Ranking System – Who deserves introductions?
2. The Starting Lineup – Who are my top referral partners?
3. The C.A.R.T. System – How do I stay top of mind?

1. The Network Ranking System

Not everyone in your network deserves equal access.

I categorize people into four tiers, and that determines how I handle introductions:

Tier 1: No Access – These people don’t get introductions. Maybe they lack integrity, don’t align with my values, or just aren’t someone I’d vouch for.

Tier 2: Open Access – Trusted, valuable connections. They bring something to the table, so I introduce them freely.

Tier 3: Permission-Based Access – Strong professionals who I check with before making an introduction. I respect their time and priorities.

Tier 4: Protected Network – High-level, in-demand people (influencers, top executives, decision-makers). I won’t introduce them unless there’s a serious reason and I get their approval.

How to Apply This Today:

• Go through your contacts and rank them into these tiers.
• Be intentional—only introduce people who add value to your network.

2. The Starting Lineup – Your Core Referral Team

Your best referrals will come from a small group of people who truly get what you do.

Think of it like a sports team—you don’t put weak players in your starting lineup. You choose top performers who can drive results.

Who Belongs in Your Starting Lineup?

• People who actively introduce you to ideal clients and partners.
• Trusted professionals who understand your business and confidently refer you.
• Partners in adjacent industries who sell to the same target audience.
• People who reciprocate—not in a tit-for-tat way, but because you’re both growing each other’s businesses.

This isn’t about keeping score. It’s about creating a strong, collaborative network where everyone wins.

How to Test & Rank Your Starting Lineup:

• Give them a strategic introduction (not just a random one).
• See if they reciprocate by making introductions for you.
• If they never reciprocate, bench them and find someone else.

Signs They Belong in Your Starting Lineup:

• They introduce you to warm leads.
• They stay in touch and follow up.
• They mention you when opportunities arise.
• They open strategic doors, not just random connections.

Signs They Need to Be Benched:

• They take introductions but never return the favor.
• They introduce you to the wrong people.
• They constantly take but don’t give.
• They are unreliable or don’t follow through.

How to Strengthen Your Starting Lineup:

• Meet one-on-one with your referral partners and ask, “Who are your best clients? Who do you need introductions to?”
• If someone isn’t reciprocating, replace them with someone better.
• Always be recruiting—keep looking for better partners to strengthen your network.

3. The C.A.R.T. System – A Simple Follow-Up Framework

Your network is only as strong as your follow-ups.

Most people don’t lose connections, they just fail to stay top of mind. The C.A.R.T. System ensures you nurture the right relationships consistently.

Step 1: Categorize Your Network

Think of your network as a cart carrying four key groups:

C - Clients – Check in regularly to keep them engaged.

A - Active Prospects – Follow up until they decide.

R - Referral Partners – Stay in touch to exchange business.

T - Total Network – Your Tier 2 connections—the people you’re trying to build into Tier 3 referral partners or discover if they belong there.

Total Network is where you test relationships and see who steps up.

Step 2: Set a Follow-Up Cadence

Step 3: What to Say (Simple Follow-Up Messages)

• Clients: “Hey [Name], just checking in! How’s everything going with [product/service]?”
• Active Prospects: “Hey [Name], I thought of you when I saw this article—hope it helps!”
• Referral Partners: “Hey [Name], let’s catch up! I may have a good connection for you.”
• Total Network: “Hey [Name], we haven’t connected in a while! I’d love to learn more about how I can support your business, let’s set up a quick call.”

Step 4: Take Action Now

• Pick one person from each category.
• Send a follow-up message right now.

Small, consistent follow-ups lead to big business growth.

Final Rule: If You Are Helping Them Win and They Don’t Help You Back, Bench Them

Your network should be constantly evolving.

• Keep the best referral partners and replace the ones who don’t perform.
• Networking isn’t charity—if they don’t open doors, move on.
• Use the Ranking System, Starting Lineup, and C.A.R.T. System to build a network that actually drives results.

Ready to Take Your Networking to the Next Level?

Comment below: What’s one change you’ll make to improve your network this month?

At Success Champion Networking, we run a virtual B2B network specifically designed for companies selling into mid-market businesses. We get it—if you’re selling into multimillion-dollar companies, the decision-makers from those organizations aren’t hanging out at networking events. That’s why we focus on creating strategic introductions to the best referral partners who can truly move the needle for your business.

We act as your Co-CEO:

• C - Community: We foster a supportive tribe of high-level professionals.
• E - Education: We provide ongoing training to sharpen your business acumen.
• O - Opportunities: We facilitate connections that lead to real business growth.

Ready to level up your networking game? Visit a chapter and see what we’re all about at SuccessChampionNetworking.com.