Referral potential and referral results
Referral potential is the introductions your network could produce. Referral results are the introductions it actually produces. The distance between the two is a structural problem rather than a relationship problem.
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Why it matters
Almost every business has more potential than results, and the instinctive explanation is usually wrong.
The assumption is that the relationships need work: more coffee, more events, more staying in touch. But in most cases the relationships are fine. What is missing is the structure that turns goodwill into a process. Nobody has defined what a good referral partner looks like, nobody has given partners language they can repeat, and nobody is tracking whether introductions happen.
Naming the two states separately makes the gap visible and locates the cause correctly. You are not failing at relationships. You are operating without a system.
Where it sits in the framework
It frames the whole Formula. Design and Build establish the structure. Launch is where potential converts into results.