Network Like Charlie Wilson

Published on February 4, 2008  

If you've seen Charlie Wilson's War, you'll probably agree that Wilson seemed an eminently likeable and accomplished individual. Tom Peters, who read the book upon which the movie is based, noticed that Wilson also provides many lessons on how to do business. Peters wrote a detailed post at his blog providing 33 takeaways; here's a snapshot of those related to networking:

Make friends! And then more friends! And then more friends! Wilson's gentile heritage didn't prevent him from joining the congressional Jewish caucus; the East Texas good ol' boy also joined the Black caucus. According to author George Crile, "The House, like any human institution, is moved by friendships, and no matter what people might think about Wilson's antics, they tend to like him and enjoy his company."

Make friends with people several levels down from decision-makers and with disenfranchised groups. Writes Peters, "the key to sales success is 'wiring' the client organization three or four levels down—where the real work gets done."

Seek unlikely allies—or at least don't rule them out. Simply because someone doesn't meet with your complete approval doesn't mean their buy-in and follow-through won't help move your project forward. Says Peters, "Find the right path (often $$$$) and the most bitter of rivals will make common cause relative to some key link in the chain."

The Po!nt: "I'd guess that 98 percent of projects fail in terms of even near-total implementation," writes Peters. "And 98 percent of [those] are the results of lousy political and networking skills—not selection of the wrong project management software package."

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