CHAPTER 6

Lateral Leadership

Dave stood up and walked to the front. “This morning,” he said, “I received a call from Eric, one of Don’s assistants at EPLE. Eric invited us to a review session for the three-year road map which Don had requested from us. And in my role as Global Account Director of EPLE, I took the liberty to accept his invitation. Don and his leadership team are expecting us next week at their headquarters in NYC. It’s a great chance to present our vision to have all EPLE employees LTE-S enabled by 2018!”

He turned to Jerry. “So, Jerry, your deal is a good start and maybe can serve as a pilot, but the ultimate potential for LTE-S at EPLE is at least ten times as large, if,” he paused, “if we can convince Don and his team that ...

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