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

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

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