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Strategic Connections by Jim Wylde, André Alphonso, Lynne Waymon, Anne Baber

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Commit to a New Networker Identity

Strategic Connections: Explore Opportunities

At one Ohio-based high-tech company, 35 consulting engineers spent every day at client sites. These engineers were told that one-third of their annual bonuses would be based on finding new or expanded work from these clients. Only three engineers came through. The other 32? Even with a substantial financial incentive dangling in front of them, they couldn’t and didn’t.

WHAT DID THE three engineers who took their bonuses to the bank have that the others didn’t? A robust and positive networker identity. Imagine them saying to themselves, “Yeah, I can see myself having those kinds of conversations with my client to explore new ways our firm might be of service.” ...

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