To succeed in your career, it’s less important what you know or even who you know than who truly knows you and how they know you.—IVAN MISNER, FOUNDER, BNI

SCENARIO:I work in marketing, and I’d love to lure some big clients to our firm because I think that’s the fastest road to promotion. However, I have no idea how to make contact with the rich and famous. Is it even possible for a “nobody” like me to get past the layers of staffers who surround powerful people these days?

If you’re in client development, sales, or marketing, you have a tough job: getting total strangers to listen to you. That job is even tougher if you need to reach powerful people who are fiercely guarded by dozens of gatekeepers.

Cold calling ...

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