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The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue by Andrew Dietz

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 9

THE TRIPLE OPTION PLAY

Roll Game Film

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Sam had never been a master networker, though he knew how to play the game, of course. Everybody who had any kind of success in college and law school knew the routine. You had to spot the leading lights early, work your way into their orbit, and create your own little solar system along the way. Learn names, colleges, and hometowns; keep a list of relatively inoffensive small-talk topics at the ready; keep an eye out for some possible shared experiences in class or at a party for bridge building and bonding.

He knew that networking was a necessary element of his career advancement, a way for him to break ...

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