It's raining again in New England, prompting me to think of water metaphors. Many of you know that I review the 800-CEO-Read blog every day, and darned if there isn't a post about a new book called Sink or Swim, which says (in so many words), "You have 12 weeks to get it right with your new boss." Considering the high turnover among CMOs (whether joining a firm anew or adjusting to a new CEO or Managing Partner), this is like unveiling the obvious.
What I did find interesting was the three pitfalls that trip up a new executive, which I'll address over the next few days. Here's number 1, with my comments in red.
- They isolate themselves through the perception that they can demonstrate results faster on their own as opposed to focusing on quickly establishing relationships and a network of coworkers at various levels and throughout the company. I've never met a senior-level professional service marketer that has this problem. They understand the relationship game better, usually, than their firm's fee-earners.
Tomorrow and Friday, I'll look at the other two pitfalls as they relate to PSF maketing and success.
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