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Monday, July 10, 2006


Recently, I was chatting with a client and he called me the "go-to-guy to get-you-in".

I must admit, being a "Go-to-Guy" is something I've always worked towards. It's about building a reputation for your expertise and delivery.

One of my favourtite films is Pulp Fiction. And one of my favoutire characters in the film (a personal hero, even) is the tuxedo-clad Winston Wolf a.k.a "The Wolf".

He's the "Go-to-Guy".

When Jules and Vincent are in a tight spot, having just accidently blown a colleagues head off, they are releived when their boss, Marsellus says, "Go back in there, chill them ... out and wait for The Wolf, who should be comin' directly."

From there on, what does The Wolf do?

He qualifies what his client wants, gets all the details, etc and then sets expectations that he knows he can deliver: "Expect a call around 10:30. It's about thirty minutes away. I'll be there in ten."

Next thing we see is The Wolf's car pulling up outside Jimmie's house with the caption: "NINE MINUTES AND THIRTY-SEVEN SECONDS LATER"

Now that's how to do it.

When Jimmie opens the door. We see, standing in the doorway, the tuxedo-clad Wolf. He looks down to his notebook, then up at Jimmie.

THE WOLF
You're Jimmie, right? This is your house?

JIMMIE
Yeah.

THE WOLF
I'm Winston Wolf, I solve problems.

JIMMIE
Good, 'cause we got one.

To me, this is my goal as a freelance sales & business development consultant. I'm the go-to-guy when a client wants help opening doors. Sometimes I work with clients on ongoing campaigns; sometimes it's just a one-off project.

If I can't get you in, I know someone who can.

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Posted by: David Regler @ 7:14 am |   | Links to this post  

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