CHAPTER 25
REACHING OUT AND CORRESPONDING
BD PROFESSIONALS ARE only as good as their networks, as we described in Chapter 5, “Networking.” But when your network falls short, you need to perfect the art of reaching out so that you can expand that network. Getting in touch with someone with whom you were not previously connected is an art form that depends on what indirect connections you find you have to that person.
As we discussed in Chapter 14, “Identifying the Right Person at the Partner Company,” after you identify the right person, you should also think about the most strategic approach to actually getting in touch with that person. Here are some tips for successfully reaching out to a third party who doesn’t necessarily know who you are ...
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