Chapter 5
Understand the Politics
In a large, open office in Manhattan, my team and I stood in the lobby waiting for Cindy. We were on the second story of a former warehouse, facing a wall of floor to ceiling windows. Light flooded in and created a silhouette as she strode toward us, a dark shape with loudly clicking heels. “Cindy,” she said, thrusting out her hand. Her grip was painful, and I tried to rub feeling back into my palm as she led us to the conference room. She opened the door, greeted Kevin, the head of sales, who was already seated at the table, and briskly left.
Cindy was the head of the account management group at a large technology services company. We were hired to help create an account planning program, but, as we discovered ...
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