95. Back the right horse
You need to get noticed. Identify who is important to your progress, and get to them. Sometimes that will mean bypassing a human blockage – perhaps your own boss, or some obstructive gatekeeper who is there to keep you away from the decision maker. Here are some tactics to leap such hurdles.
Suppose, for example, that your job is to supply computer and telecommunications solutions to the finance department of your company.
Your customer and decision maker is the Finance Director, but on a day-to-day basis there will be a key person whom you meet regularly and with whom you form plans for future approval by the Finance Director. Such people can usually be divided into three categories – the Good, the Bad and the Ugly. ...