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

The Emerging Fox

Before we conclude our description of Foxes and transition to how to identify them, there is one last concept that is critical to understand—the Emerging Fox. This is a member of the Power Base who is on a trajectory to become a Fox in her or his own right.

Emerging Foxes just need more experience and time to build relationships and develop their foxcraft.

As Figure 4.6 illustrates, Emerging Foxes display all the qualities of a Fox but in subdued fashion. They have the integrity of a Fox but often have not had the opportunity to demonstrate it. While their people-oriented skills are visible to all, they generally don’t have the relationships outside of their immediate Power Base to do a good job of mitigating risk through influence. They can change this by watching and learning from the Fox over time; and when they’re ready, the Fox will actively help to forge these new relationships. All this occurs leading up to a point when the Emerging Fox will either move to a new part of the company or succeed the existing Fox.

Figure 4.6: The Emerging Fox

Emerging Foxes are significant to sellers because they are frequently more accessible than the Fox. It’s not that they have less to do or have more time on their hands; it is merely that they are typically very tuned into networking, as they actively build their careers. This openness and receptivity to credible people ...