When I introduce someone to someone else, it is usually because I’ve heard a need in a conversation—either a direct referral opportunity or a potential gate opener.

I don't tend to make introductions just because two people happen to be in the same industry or because I have their names in my contacts. I want to have interacted with the person first and have a good understanding of what they do, how they work and, most importantly, how they could enhance the other person’s business.

Then, when I make the introduction, I can explain why I think the connection makes sense. I want both people to understand why I’m putting them together, rather than simply saying, “Hey, you two should meet.”

To me, a good introduction has a reason behind it. I’m putting my credibility behind both people, so I want to make sure there’s a real opportunity for the connection to be valuable.