Throughout my career in tech, from my early days in sales to my current role as executive chairman and CEO of AtScale, I've learned that success in the startup world hinges on one crucial factor: relationships. I've been fortunate to be a part of numerous ventures, and each has taught me valuable lessons about the power of connections. In this piece, I'll share my insights on building and maintaining powerful relationships in the tech industry. I’ll tell you stories about the connections I've forged that continue to fuel my business endeavors today. My goal is to show you how relationships can become your most valuable asset as you’re launching and scaling your startup. Relationships are the currency and lifeblood of the business worldIn my decades in this industry, I've come to realize that business is a long game played in a small world. It's not just about surface-level conversations — it's about building genuine, lasting relationships that can span your entire career. So what does it take to build these connections? Think first about the way you interact with people. When you treat them well, you're not just being polite — you're investing in your future. I've found that by approaching every interaction with respect and authenticity, you can make friends for life. These are connections that open business opportunities for years to come. Let me give you an example from my own career. During my time at Arrowpoint, I flew over a million airline miles and opened 24 offices around the world, in a single year. That's a lot of travel and a lot of new faces. I saw each of these trips as an opportunity to build relationships. Today, many years later, I'm still doing business with people I met during that time. This approach to building relationships has paid dividends throughout my career. Former coworkers from one company often become investors, partners, or team members in future projects. It's not uncommon for me to call up someone I worked with 20 years ago and find an eager collaborator for a new venture. Remember, in the business world, your reputation and your relationships are your personal capital. Nurture them carefully, and they'll serve you well throughout your career.The personal traits that define successful startup leadersCertain personal traits are not only essential for startup success but also fundamental in building lasting relationships. These core attributes define who you are as a leader and shape how others perceive and interact with you over time. First and foremost, treat everyone with respect and honesty. Whether you're talking to a junior employee, a potential customer or a major investor, everyone deserves your respect. This approach lays the groundwork for strong relationships that can withstand the ups and downs of the business world. Integrity is also non-negotiable. Do what you say you're going to do, period. Plans change and pivots happen, but your word should be your bond. This consistency builds trust and reliability in your relationships, which makes people more likely to work with you again and again. Humility is a trait that's often overlooked, but it's critical for relationship building. No one builds a successful company alone. Recognize the contributions of others, be open to feedback, and never assume you're the smartest person in the room. A strong work ethic is a given, but it's also a key component in relationship building. When people see your dedication and commitment, they're more likely to invest their time and energy in working with you. It creates mutual respect that strengthens business relationships. Finally, in a world of "artificial everything," authenticity matters more than ever. Don't try to be someone you're not or pretend to know things you don't. People can spot a fake a mile away, and inauthentic behavior can quickly erode relationships. Be genuine in your interactions, admit when you don't know something and let your true personality shine through.These traits — respect, honesty, integrity, humility, work ethic and authenticity — can help you create a network of strong, mutually beneficial relationships that can support you throughout your career. Beyond business cards: Meaningful network building for founders Building a strong network is more than collecting business cards or growing your LinkedIn connections. It's about creating meaningful relationships, and that takes some effort. Make it a priority to attend local and relevant events in your industry. I've found some of my most valuable relationships at industry conferences, local tech meetups and even informal gatherings. These events are goldmines for meeting like-minded individuals who could become future partners, mentors or even customers. Quick, regular check-ins to build and maintain relationshipsSet aside time to regularly check in with folks in your network, and do it in a genuine way that helps you maintain real connections. I keep a list of key contacts and make sure to reach out periodically, not just when I need something. Sometimes it's a quick email to share an interesting article, other times it's a coffee catch-up. The key is consistency and authenticity. Don't underestimate the power of warm introductions. Tap into your existing connections to forge new ones. If there's someone you want to meet, see if you have a mutual connection who can introduce you. People are far more likely to engage when there's a shared contact vouching for you. I've opened many doors this way, and I'm always happy to do the same for others in my network. Remember, relationship building is a long-term investment. It takes time and energy, but the dividends it pays are immeasurable.