INVESTIGATE: COLLECTING INTELLIGENCE ON THE PEOPLE WHO ARE MOST IMPORTANT TO YOU
People do business with people they know.
What does it mean to know each other? Think about a colleague, partner, or vendor with whom you feel you have a good relationship. What does that normally entail?
• A track record of (at least mostly) positive interactions
• Personal information about them, plus them having personal information about you
The former is 100 percent in your control. As for the latter, the best tool you have to amplify your relationship is to show that you know the individual you have a relationship with. That’s what we’re talking about when ...
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