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Lip Service

Lip Service

Here’s some heresy: At executive level in larger companies buyers are not trolling web sites to choose advisors. (They may assign their assistants to find venders.) They choose advisors based on peer-to-peer referral, no different from you asking someone you trust for the name of a good doctor or designer. (Do you choose doctors by searching the internet? If so, I hope your insurance is paid up.)

What are you doing to get on those radar screens?

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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