Chapter 2The Magnetic Connection Principle: You and Your People, Customers, and Profits

You can tell a lot about an organization’s leadership and its bottom line without even reading the financials. Here’s what I mean by this: I remember visiting a prospect’s office and walking away wondering how this start-up was still in business. I make it a point to arrive early when I meet with prospects so I have time to look around and observe what’s going on. I’ve been doing this for years, and nothing could have prepared me for what I experienced on this particular occasion. I saw an ocean of cubicles filled with young professionals, yet there was no laughter, nor was there much going on in the way of conversation. En route to the CEO’s office I walked ...

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