In the practical world, the Right People are the folks you can engage in conversation quickly. The quicker you can engage an executive in conversation, the “righter” they are. The time it takes to connect is going to depend on your reputation, how tightly you define the problem you solve (the Right Problem), and how powerful your offering is (the Right Solution). More than anything, though, your ability to reach people depends on how strong your relationship is with them. That’s why the starting point for finding the Right People is looking at your current contact list. These are people you
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