5 Ways to Build Genuine Professional Relationships in the Art World

Buy Boldly and Share Object Histories

Every show starts the same way. I’ve sourced and curated a selection of art and antiques. Packed and loaded the rental truck. Set up the booth (which usually involves moving everything a few times). And then the waiting. Waiting for the opening day. Waiting to see the familiar faces of my customers and clients. And waiting to see their reactions to my curation.

Hi, I’m Heather Karlie Vieira of HKFA. I’m an art and antique dealer for over 24 years currently based in Atlanta but I cut my teeth in the business in New York City.

For me the best way to keep relationships feeling authentic with my customers, is to buy what I like. Sounds simple enough, but it’s actually quite a bold move. Because I’m leading with my heart on each and every piece I offer for sale. I’ve done the research and know the history. I’ve collected the specific pieces on offer solely for this show. Each and every one being unique. Just like my clients and customers. Each is truly one of one. And to hold that relationship in high regard, to know what might resonate with a client and to speak with pure emotion about it, is the only way I know how to do business.

There are trends and waves. There are styles that become hot and sought after. And then there’s the pieces I buy. Individual. Eclectic. Full of personality. Because that’s how I see my relationship with my business, with my customers and even with the pieces I buy and sell.

I like to think of myself as a voice for the object, telling its story so the next owner can continue. Making the piece part of their story for future generations to hear.

And so it goes. I will be moving on to the next show, with a whole new curated selection of finds. Sharing stories with clients and customers. Deepening those relationships and developing new ones. There isn’t always a sale involved. Because sometimes all we need is to hear a good story.

Collect Stories and Champion Client Confidence

Great question. I’ve been photographing everyone from new hires to Fortune 100 C-Suite executives since 1999, and here’s what completely changed how I approach relationships: I stopped treating sessions as transactions and started collecting stories instead.

When I photograph corporate teams, I ask about their work beyond just “what do you do?” One software exec I photographed was nervous about an upcoming conference, so we spent extra time finding the exact expression that balanced authority with approachability. He later told me that headshot helped him land a dream role. Now when his company needs headshots, I’m not just “the photographer”—I’m someone who genuinely cares about where their careers are headed.

The specific technique that kills the transactional feeling is what I call “facial coaching.” Instead of just clicking the shutter, I’m actively helping clients feel comfortable and pulling out authentic expressions. People walk in saying they’re not photogenic and leave actually liking how they look. That emotional shift—making someone feel good about themselves—is what builds real relationships, not just client lists.

Here’s the practical outcome: several companies now have me on ongoing retainer to photograph new hires, maintaining team photo continuity. They don’t shop around anymore because we’ve built something beyond a vendor relationship. When you genuinely invest in people’s success during your time together, they remember that feeling long after the invoice is paid.

Offer Thoughtful Matches Without Expectation

A sidenote to begin with: I am autistic, so any kind of interaction or relationship with other people is sometimes analysed a bit too much. But many in the art world are actually neurodivergent and will understand this. I also can’t be anything than genuine (besides autistic, also Dutch so sometimes a bit blunt).

When I listen to someone at a gathering, or see a social media post of them mentioning they are struggling with something (for example, a new website), if they are looking for a specific type of help or service, I always try to come up with suggestions and tips. There’s a mental folder in my head, categorising people in very specific niches and what they can offer. Helping those who are looking might be transactional, as they might feel they need to offer reciprocity, but that’s more of a “in the long haul” thing for me. Sure, I’m planting seeds, and it’s nice to ‘get’ something back (like an offer or referral) later on, but that’s not what’s happening in my head. For me, it’s sort of a game, trying to find a good solution for them, finding a good match. If it works out, I’ve won the level. Figuring out the puzzle/connection/a good match is a reward in itself, if that makes sense.

Let Curiosity and Respect Grow Relationships

I create artworks to be seen — because it’s through being seen that they spark encounters, conversations, and unexpected exchanges. I use LEGO not to play, but to create meaning and connection, by sharing stories and life paths that genuinely inspire me. I never approach relationships with an agenda; I let them grow from curiosity, respect, and time.

A meaningful example is my relationship with Masahiro Hara, the inventor of the QR code, which began with pure admiration and no intention beyond understanding his journey. Over time, that admiration naturally turned into a deep friendship, built on mutual respect and trust. I’ve learned that professional relationships stop feeling transactional the moment you focus on what can be shared, rather than what can be gained.

Build Trust Through Rigor and Transparency

We maintain professional relationships by grounding them in rigor, transparency, and shared respect for evidence, rather than in outcomes or market expectations. Our work is built on investigation, research, and verifiable findings, so relationships naturally develop through long-term collaboration and trust.

When our clients see the same level of rigor and honesty applied again and again, trust builds naturally.