Articles/Blog

Manipulate.

Make their counterparts believe the behavior/solution is to their advantage. No one likes to be manipulated. They don't mind being influenced, even if it benefits others at the same time. They just don't want to be a pawn in the game.

Love publicity.

Want to stay out of the news. And if they're in the news, they like to control the story. Which is why professionals hire expensive PR people, because those PR people know the players, they can influence them and trade horses with them, because they both know they'll see each other tomorrow.

Know it all.

Are always learning. If you don't learn something important every month, you're hanging with the wrong people, if you're hanging with people at all. The web is a fountain of information, but professionals will tell you stuff one on one that they would never put in writing.

Bitch about the game.

Play the game, and try to change what they dislike over time.

Boast.

Don't talk about their accomplishments unless they come up in the conversation naturally. They don't need to advertise, they're already the person.

Burn the wrong people.

Burn the right people, if they burn anybody at all. Burning relationships can demonstrate power, but don't piss off the CEO unless you've got a chip to play against them.

Need to win all the time.

Know if you never lose, you never really win. If the deal is one-sided, if leverage is overused, it will come back to haunt you.

Are all flash.

Are subtle. They fly private, but they don't tell you. They drive a BMW or a Mercedes, not a Lamborghini. They blend in, they don't stand out.

Believe life should be fair.

Know that life is inherently unfair. And sometimes you have to grease a palm or work a relationship to get what you want.

Think they're better than everybody else.

Never forget where they came from and are aware they can go back there, so they might act entitled, but they usually go out of their way to be nice to the little people.

Can only see what's in front of them.

Are always looking over the hill, around the corner. They're searching the unknown to see where it's all going, so they can be prepared when it arrives.

Think nothing changes.

Know that everything is constantly changing, they're not wedded to the past. They don't lament the death of Main Street and manufacturing, they're all about the data.

Put all their eggs in one basket.

Spread the risk. They know the only person who wins all the time is the one who does not play.

Have false modesty.

Own their success. They're confident.

Expect to win right away.

Know that success is elusive and hard fought and that a momentary blip of success at the advent may be just that, momentary.

Are afraid.

Are self-assured. They roll with the changes. They don't get thrown off guard. They're cerebral. They don't fly off at the handle. They absorb the loss and figure out how to punch back.


By:Bob Lefsetz


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