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The Power of the Informal

Bring people with positive energy into your inner circle. If those around you are enthusiastic, authentic, and generous, you will be, too.

ROB CROSS AND ROBERT J. THOMAS

Anna had big plans to grow her department in 2016. The prior year was a clear success, and she and her sales team closed more deals than ever before. It was considered a coup to bring in new business when much of the sector—customer service staffing—was losing out to cheaper global competitors and the remaining domestic jobs were being slashed and replaced by automation. Anna’s team outperformed expectations for two reasons. First, she steered their efforts toward organizations that relied on U.S. government contracts for their livelihood. These were ...

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