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

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Chapter 3. Articulating Your Objective

"I gotta grow," George told me when he walked into my office.

George is the founder and owner of a seven-year-old business with annual gross sales in the $750,000 range. The company specializes in creating high-end custom architectural wood products, and other elements used in home construction and remodeling. He sells directly to end users, and he also sells to construction companies and through architects. At the time we met, he'd expanded from the New England region, where his offices and manufacturing facility are located, to reach customers up and down the East Coast. But he felt he'd hit a plateau, and his business seemed stalled.

One of the primary reasons George, like so many people, was having difficulty ...

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