Brian HoppeBoard-Level Advisor to MSP CEOs, Brian Hoppe Coaching · Board-Level Advisor to MSP CEOs at Brian Hoppe Coaching

Build Your COI Network

13 Aug 2026 · 0 min

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0:29

In this concise segment, Brian Hoppe outlines a straightforward, action‑oriented strategy for building a Center‑of‑Influence (COI) network. He recommends setting a six‑month horizon, identifying roughly 30 target prospects, and logging them in a CRM as “prospects.” The core of the approach is consistent, low‑effort engagement: sending seasonal notes (e.g., Thanksgiving, Christmas) to stay top‑of‑mind and arranging simple lunch meetings, leveraging the fact that most people eat lunch regularly. The advice emphasizes regular, personal touchpoints to nurture relationships that can later generate business referrals.

Maybe COIs aren't really a part of the outreach function or a way of that people are getting business right now. It sounds like a great goal would be give yourself 6 months, but find 30 people and put them in a CRM like their prospects and make sure that you're connecting with them regularly. Send them a note for Thanksgiving or Christmas or whatever. Hey, just thinking about you. And something really simple you can do, invite them to lunch. I guarantee you most people eat lunch. You know, most people, most days. Yeah.