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What’s in it for Them?

What’s in it for Them?

Behind every corporate business objective are personal objectives of the person or people advocating the goal. Find out what they are (reduced stress, shorter hours, higher visibility, larger bonus, etc.) and you’ll achieve an important emotional connection that will enhance your chances to be selected for the engagement.

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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