One of the best parts of my job has always been getting out of the office and spending time with clients. Don’t get me wrong, emails, Zoom calls and phone check-ins have their place. They keep things moving and help us stay connected in the day-to-day. But nothing replaces sitting across the table from someone, sharing a meal and having a real conversation. That’s where relationships grow. That’s where trust deepens.
I remember one of my earliest client visits years ago. I walked in thinking I was there to talk metrics, strategies and growth plans. But what that visit turned into was so much more. We talked about families, travel, even favorite meals. Sure, we discussed business, but the connection came from the personal conversation. By the end of that lunch, we weren’t just business partners, we were people who respected and understood each other a little more.
Breaking bread together has a unique way of creating common ground. Think about it, everyone has a story about food. Whether it’s a favorite hometown dish, a holiday tradition, or just a go-to comfort meal, food brings out memories and personality. Sitting down for lunch or dinner gives space for those stories to surface and suddenly you’re not just talking about quarterly goals, you’re building a foundation of trust that lasts far beyond the transaction.
Face-to-face meetings also show effort. When you travel to see a client, when you step into their world, it sends a message: you matter enough for me to be here. That simple act carries weight. It says you value the relationship enough to carve out time and energy and that doesn’t go unnoticed. Clients remember who made the effort to show up.
And here’s the thing, those visits don’t just benefit the client. They make me a better leader, too. Being in their environment, hearing their challenges firsthand, seeing their culture and how their teams work, it gives me a perspective I simply can’t get from behind a desk. Those insights help me serve them better and they often spark ideas I can bring back to my own team.
At the end of the day, business is about people. It’s about connection, trust and respect. Emails might get the job done, but relationships are built in the spaces in between, the conversations over coffee, the laughter during dinner, the stories shared on long drives back to the airport.
So, my advice to any leader is simple: make the trip. Sit across the table. Share a meal. Listen more than you talk. That personal touch will always matter. Because in a world where technology makes it easy to keep our distance, the leaders who lean in, who show up in person, are the ones who build relationships that stand the test of time.