8
Connected Constituencies: Relating to Others Authentically
… you have to play a long time to be able to play like yourself.
MILES DAVIS
SELLING THE PLAN
After five months of work, the bulk package RFID label plan was finally ready. The team had sent the plan to Bob Roberts, IKU’s EVP of strategy. As the management committee sponsor, Bob would need to approve the plan and then sell it to the management committee, the board, and ultimately the entire company. The team decided that Tom and Mary would take the meeting with Bob because schedules were tight and otherwise it would be weeks before all five of them could get together.
Bob got right to the point: “There is a lot of good work here and I see what you want to do, but I have some real ...
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