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Bob
Woodward’s
story of how he developed the relationship with “Deep Throat” is
a wonderful case study in how to develop valuable
relationships.
Would-be
business developers should note Bob Woodward’s deft
application of the “five foot rule,” to begin his famous
relationship with the background source that helped break
Watergate.
The “five
foot rule” is the business development maxim that says
“Introduce yourself to anyone within five feet of you.” Some
of the biggest pieces of business come simply by being an
outgoing networker. And you never know who you could be
sitting next to at an airport, at a charity dinner, or when
waiting for a tennis court. If you can find ways to stay in
touch with the people you connect with, you’ll develop a
relationship that could pay off in a big way.
That’s
certainly what happened with Woodward and Mark Felt, who was
revealed recently as “Deep Throat,” the source that confirmed
some of the most damaging newspaper stories in the Watergate
scandal.
As Woodward
tells the story, before becoming a reporter, he was dispatched
as a Navy Lieutenant to deliver some documents to the West
Wing of the White House. He was in a waiting room when a
distinguished looking man sat down beside him.
Woodward
didn’t wait long before doing a little networking.
After
several minutes, I introduced myself. "Lieutenant Bob
Woodward," I said, carefully appending a deferential "sir."
"Mark Felt,"
he said.
And so began
a relationship that Woodward nurtured for years and that
played a significant role in one of the most important events
of American history, the breaking of the Watergate scandal and
the resignation of President Nixon.
And it all
started with the application of the “five foot rule”. The
point is that you never know who you’re sitting next to on the
airplane. It might be the beginning of a relationship that
could change your life with a huge new piece of business. It
might be the beginning of a relationship that could change the
world.
At
Speechworks we help our clients learn how to communicate in a
way that connects and persuades. If you’re interested in
becoming a great communicator give us a call at 404-266-0888
or check out our website at
www.speechworks.net |
