Yesterday, I shared the story of The Found Referral, the type that falls into your lap unexpectedly. Today’s story is about The Sitter Referral, the one that you’ve been patiently waiting to pass, when the time was right.

I’d been working with a client for years as they scaled from a local operation into a growing national player. From early on, I knew they had the potential to go international, and in the back of my mind, I also knew exactly who they’d need when that moment arrived, a lawyer in my network who specialised in supporting businesses expanding internationally.

I didn’t rush the introduction as the time was not right, so the referral sat there, fully formed, waiting. Then one day, the client told me they were planning on launching overseas and that was the moment. I made the introduction right away, and because the timing was perfect, the lawyer was able to give them immediate clarity, structure, and confidence in their expansion plan.

And that’s the beauty of referrals, they’re not all created the same, and they don’t arrive the same way. Some you actively seek out because someone in your network needs help now, others appear naturally in the conversations you’re already having, and some sit quietly in the background until timing, trust, and readiness finally align.

Together, The Sought, The Found, and The Sitter form the full picture of how strong networks really work. When you understand all three, you stop waiting for referrals and start recognising the opportunities already around you.