The focus of this chapter is on developing relationships both within and external to your team and then leveraging those relationships for the benefit of all.
WHY IS THIS IMPORTANT?
People tend to do business with, and refer people to, people they know, like and trust. The more people there are who know and trust you, the more referrals you will get. This is obviously important if you are a small business owner or are in sales and marketing, but it is also equally important in every organisational setting. As an IT leader, you may wish to sell the benefits of a piece of new technology to a business partner; alternatively you may wish to give your board a wake-up call on the potential impact ...
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