Russians are transactional and do not need to establish long-standing personal relationships before they do business with people.
It is still a good idea to develop a network of people who you know and trust. The Russian word "svyasi" means connections and refers to having friends in high places, which is often required to cut through red tape.
Patience is essential.
It is best to err on the side of formality when you first make contact.
Sincerity is crucial as it is required to build trust, and trust is needed to build a relationship.
Most Russians do not trust people who are 'all business'.
An indication that you have successfully developed a personal relationship is being asked for a favour by that person.