ROBERT CHEN, MBA, is a Partner at Exec|Comm. He leverages his training in business and science and his management experience in the U.S. and China to help Fortune 500 business leaders and their teams communicate, sell, and lead more effectively. He teaches at The Wharton School and his ideas have been published in Fast Company and Training Magazine.
Visit www.exec-comm.com to learn more.

Foreword xi
Introduction xv
Part I Mindset 1
Chapter 1 Eagerly Dedicated 3
Chapter 2 Authentically Open 19
Chapter 3 Consistently Client-Focused 37
Chapter 4 Realistically Optimistic 55
Chapter 5 Confidently Humble 71
Part II Strategies 91
Chapter 6 Mining for Gold: When You're Searching for a Real Need 95
Chapter 7 Opportunity Knocks: When a Need Presents Itself 123
Chapter 8 Success Upon Success: When You're Uncovering Additional Needs 149
Part III Tactics 175
Chapter 9 Build a Trusted Reputation 179
Chapter 10 Communicate Care, Competence, Collaboration 199
Chapter 11 Drive the Process Forward 217
Chapter 12 Protect Your Rainmaking Time 237
Chapter 13 Stay Relevant 255
Conclusion 277
Notes 283
Recommended Resources 293
Acknowledgments 295
About the Author 299
About Exec|Comm 301
Index 303