Intrapreneurship is an essential skill to develop when making new business contacts. Winners know when to let some opportunities go in order to devote energy and resources to those that are retained. Winners define their roles in terms of establishing and building new relationships, and do what they can to relate to, and match the culture of the buyer. Winners identify the perceived requirements of the potential customer and the people in the organisation who can influence the purchase decision. Winners stress the relevance of their corporate capability and potential value as a business partner.
Winners combine decision-making flexibility with visible and active support of senior management.
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