Pitching and Closing: Everything You Need to Know About Business Development, Partnerships, and Making Deals that Matter

CHAPTER 24

INTRODUCTIONS: BEST PRACTICES

WITHOUT INTRODUCTIONS, partnerships between companies wouldn’t exist. In the world of business, it is impossible to subsist solely on the network that you have or cultivate, and introductions are very often reciprocated.

Making a business introduction is very different from developing a personal relationship, and it should be executed with some thought and care. Remember that an introduction reflects as much on the person making the introduction as it does on the two parties that are introduced.

Introduction: Context and Progression

Introductions are usually requested by one party and only rarely by both. As a result, you usually know only whether one of the two people to be introduced is interested in ...