Human ambitions are like Japanese carp; they grow proportional to the size of their environment. Our achievements grow according to the size of our d… - Keith Ferrazzi

The e-mail I sent was simple: “Dear Michael, I’m a friend of Jane’s, and she suggested I talk with you … Jane thinks we should know each other.” If I had had something specific to discuss, I would have put it right up front, but the best value proposition I had was the mutual friend who felt this would be a win-win. It’s sometimes effective to utilize several forms of communication when trying to reach an important new contact. An e-mail, letter, fax, or postcard often has a better chance of landing directly in the hands of the person you’re trying to reach.

Nothing exists in isolation. We have to stop pretending we are individuals that can go it alone. — Margaret Wheatley

In fifteen seconds, I used my four rules for what I call warm calling: (1) Convey credibility by mentioning a familiar person or institution — in this case, John, Jeff, and WebMD. (2) State your value proposition: Jeff’s new product would help Serge sell his new products. (3) Impart urgency and convenience by being prepared to do whatever it takes whenever it takes to meet the other person on his or her own terms. (4) Be prepared to offer a compromise that secures a definite follow-up at a minimum.