Who are you talking to? Are you talking to the decision makers or gatekeepers to decision makers?

You may have the best network in the world with the closest and strongest relationships, but if the people in your network are not in a position to buy or refer you to people who will buy, then the relationships are never, in the short or medium term, going to turn into work-winning relationships.

It is important to consider whether you are talking to the decision makers or gatekeepers when networking. The decision maker is the person who has the authority to make a decision about a particular issue or project, while the gatekeeper is a person who controls access to the decision maker.

In some cases, you may be able to speak directly with the decision maker, while in other cases, you may need to go through a gatekeeper in order to get access to the decision maker. It is important to be aware of this distinction and to adjust your approach accordingly.

If you are speaking with a gatekeeper, it is important to be respectful and professional, and to clearly communicate the value that you can bring to the decision maker. You may also want to ask the gatekeeper for any advice or guidance on how to best approach the decision maker.

On the other hand, if you are speaking directly with the decision maker, it is important to be clear and concise, and to focus on the value that you can bring to the table. You may also want to be prepared to answer any questions or address any concerns that the decision maker may have.

Overall, it is important to be aware of who you are speaking with and to tailor your approach accordingly in order to maximize your chances of success.