Field note · August 2026

A Warm Intro Is Not the Product

Most people treat the introduction as the work. Two names, a short note, a hold on the calendar. They call it warm and wait for the deal to appear.

In B2B that is still a coffee. One side describes a company. The other describes a category. Neither has said what is being bought, or shown they already do that job.

A warm intro is two people who should talk. A match is two people who can close.

The useful pair is narrower. A buyer who can say the job in one sentence. A seller who has already done that job for a buyer like this one. That is a closeable room. Everything else is networking with better stationery.

This is why volume does not save a dead search. More intros, more lists, more “thought you two should meet” notes. None of those messages describe a job that already exists.

I wait until the brief is a job, not a sector. If it isn’t there yet, I say so.

— David Zeng connects B2B buyers with sellers who already do the work.