Relationship Management in Turbulent Times

The measure of resilience isn’t how well you weather calm seas, but how you navigate the storm.  For many working in government contracting (and throughout the US business community), we’ve been going through turbulent waters. 

When markets shift, projects stall, or funding doubts ripple through your world, relationship management becomes more important. People crave steadiness. They remember who showed up when things got messy. 

That’s your moment to stand out. 

Why Relationship Management Matters More Now 

Periods of uncertainty test connections. Clients, colleagues, and partners stop communicating as openly. Trust wavers. Priorities shift. And even highly reliable contacts may retreat inward, trying to control what they can. 

That’s just humans being human. 

The professionals who maintain trust during turmoil consistently do one thing well: they manage relationships with empathy, structure, and intentional calm. They don’t just “keep in touch.” They create clarity and consistency when everyone else is wobbling. 

Lead With Empathy and Candor 

For clients still at their desk – or texting during a furlough, start every interaction by acknowledging reality. A client who senses instability in their organization or budget doesn’t need reassurances that “everything’s fine.” They need honesty, and they’ll reward those who offer it. 

• Name the challenge — without drama. “I know there’s uncertainty about how funding will shake out, but we’re prepared to adjust our plan accordingly.” 

• Ask what’s most useful to them right now. People’s needs shift fast in crisis; so should your support. 

• Offer steadiness. Keep your tone calm, your follow-up prompt, and your boundaries clear. 

Empathy doesn’t mean absorbing every concern. It means listening fully and responding with understanding — not panic. 

Communicate More, Not Less 

Silence breeds mistrust. When others hesitate, you speak. That doesn’t mean flooding inboxes; it means becoming proactively clear. 

• Send short, focused updates — emphasizing what’s known, what’s next, and what’s in progress. 

• Set predictable rhythms: biweekly check-ins, brief Friday summaries, or quick touch-base calls. 

• Avoid fluff. When time is tight, brevity signals respect. 

Think of communication like ballast on a ship: it keeps the relationship stable when everything else pitches.  Be steady; build trust. 

Revisit Shared Goals 

Crises tend to tilt priorities. The project that mattered most last quarter might not fit current needs.  Instead of pushing the original agenda, reopen the conversation: 

• “Has your focus shifted?” 

• “What would success look like now?” 

Most people welcome the chance to realign with someone attentive to their larger context. It shows maturity, partnership, and adaptability — the rarest qualities when stress is high. 

Deliver Something Useful 

One of the simplest ways to sustain a relationship is to be concretely helpful. During times of turmoil, generosity gets remembered. 

Consider what you can offer: 

• A relevant article or data point tailored to their current worry. 

• A small but meaningful action — a warm intro, a synthesized note, a clear summary of next steps. 

Even if your formal engagement is on pause, staying constructively valuable positions you as essential once the dust settles. 

Manage Your Own Composure 

Relationship management begins with self-regulation. To project steadiness, you have to cultivate it internally: 

• Protect your focus hours; don’t let crisis chatter invade every moment. 

• Write, reflect, or go for a short walk before responding to tense messages. 

• Remember, urgency doesn’t always equal importance. 

Equanimity communicates strength better than any slogan ever could. 

Mind the “Silent Middle” 

Make time each week to scan your contact list and spot who’s gone quiet. A quick “thinking of you” or “how are things holding up?” note can rekindle stalled connections before they drift too far. 

Make It a Habit 

Effective relationship management during turmoil is a discipline that should define your professional rhythm. When uncertainty spikes, those consistent habits simply become more visible. 

Start with three consistent actions: 

1. Communicate proactively and clearly. 

2. Ground every exchange in empathy and truth. 

3. Offer steady, practical value — even when outcomes are delayed. 

If you do those things regularly, you’ll never have to scramble to rebuild trust when the world starts moving again. You’ll already be the calm in someone else’s storm.