Relationing: The Strategic Connection of Diplomacy and Relationship Work
In a professional conversation with Dr. Stefan Söhngen, held in 2020 during his time as Consul General of Switzerland in Frankfurt, our founder, Dr. Urs Hammer, explained the methodological background of what is known as “Relationing.” It became clear that successful collaboration in an international setting goes far beyond the classic exchange of contacts. It is, rather, a craft: a combination of diplomacy and the deliberate building of trust.
Trust as a Process of Appreciation
Relationing is understood here as a patient, multi-stage process. Its foundation is genuine “intellectual curiosity” — a real interest in the other person’s background, field of expertise, and personal context. In Urs Hammer’s experience, this depth, combined with absolute discretion, is the only currency with which long-term trust can be earned in confidential channels. Only those who truly understand their partners’ motives can create connections that last.
Bringing Different Worlds Together
A central pillar of this approach is conscious interdisciplinarity. The greatest added value often arises where familiar professional circles are left behind. When decision-makers from business are deliberately brought together with figures from the arts, science, or even cuisine, synergies emerge that remain hidden inside closed expert groups. This “connecting the dots” makes it possible to build networks that open new perspectives and reach far beyond the usual horizon.
Strategic Theme Architecture
Especially when entering new markets or new locations, it is crucial to link topics intelligently. Urs Hammer often uses “bridge themes” such as architecture, history, or social trends to lay a shared social foundation. This approach makes it possible to build a base even without decades of prior groundwork, on which complex economic or strategic goals can later be pursued.
Experience from Practice
Decades of routine in dealing with changing international locations have sharpened this instinct. It is about getting up to speed quickly on new subject matter while remaining reliable toward partners. The result is an environment in which actors across industry boundaries can count on one another — a form of modern relationship work grounded in discretion and methodical trust-building.