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Well Connected: An Unconventional Approach to Building Genuine, Effective Business Relationships by Gordon S. Curtis

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Chapter 4. The Right Person: IDENTIFYING YOUR CRITICAL ENABLER

Sari was a research chemist in need of a new job, and the broadcast-your-résumé approach had not worked for her—unsurprisingly, as she was an introvert with somewhat limited English skills, and the kind of jobs where she would shine were buried in tiny labs within larger organizations.

Such labs are hard for an outsider to locate. People with a general knowledge of the industry, although they may know many of their peers, don't necessarily know all of the companies that need to hire new employees—and they might be reluctant to share that information if they did. After some thought, we defined Sari's key question for finding a prospective critical enabler as "Who makes it their business ...

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