The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

Fox Footprints

All Foxes possess several common qualities. For starters, they are greatly respected for their wisdom, judgment, and ability to get things done. They are the kind of people whom others approach for their thoughts on significant matters, even if they are not directly involved in them. People call on Foxes for guidance and direction and regard them so highly that Foxes become amazingly well-connected. In fact, if there ever was a precursor to social networking in the corporate environment, it was within the domain or Power Base of Foxes—who are always in the know. Just as it is hard to sneak up on a fox in the wild, it is equally as unusual to catch a corporate Fox off guard in terms of any important matters within an organization.

Let’s examine a few specific qualities that typify Foxes. Being able to identify these will help you determine foxlike behavior more accurately and quickly. It will also give you clues as to who is in the Fox’s Power Base. But remember that this process is a lot like being invited to join someone’s network in social media; merely finding Foxes is not the end goal. You can get close, but you cannot get in without an invitation. As such, building a relationship with a Fox is a privilege.