Chapter 1. Redefining Networking for the Twenty-First Century
"I just don't have a year to spend getting up to speed to do my job," David told me. David had hired me as an executive coach to help him accelerate his adaptation to a newly landed position. Instead of the few big and easily located potential customers he was accustomed to dealing with for his former employer, he now had to find the best prospects among a field of thousands of superficially similar businesses.
Rather than target each potential customer individually or take a shotgun approach (broadcasting what he needed across his whole network), we focused on identifying the one key person he would choose to help enable him to accomplish his goal. The first step was to identify precisely ...
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