1. Select 8 business categories that also serve your customers. For example, a small business attorney might start with accountants, insurance agents, business coaches and consultants, marketing firms, and such. A graphic designer specializing in small businesses might begin with office supply stores, printers, copywriters, etc. A massage therapist might seek out chiropractors, acupuncturists, alternative healers, and personal injury lawyers.

2. Identify 10 biz owners in each category. Consider your existing networking groups: Chambers of Commerce, online groups, etc. If accountants are on your list, ask your clients, colleagues and friends who their accountant is. Try to find 10 possibilities for each category: that's 80 names. You want to start with a large list because you will be narrowing it down until you have identified your most perfect referral partners.

3. Create opportunities to get to know each one. Don't decide on a referral arrangement that you are not comfortable with. You're not looking for people that you cannot vouch for, because, remember, you will want to reciprocate, and your reputation and credibility are at stake. You'll find that some people are a good fit and others are just as well dropped from your list.

4. Create your most-wanted list. Some people won't be responsive. That's okay. Just move on. You'll end up with a smaller list, but one that has real possibilities for collaboration. Begin developing deeper relationships with the people on your list. Stay in touch at least once a quarter. Show them you care by periodically touching bases on what they are needing, sending them helpful resources and articles when you run into them, and keeping them current on your needs as well.

5. Add to your list each chance you get. Now that you know who your best referral partners are, you'll be able to better tell when first meeting someone if there is potential for exploring partnerships. A word of caution, though: stay open to all kinds of partnerships because you never know where a new relationship will take you.