Part 4/14:
The conversation pivots to the significance of influence versus direct authority. In the corporate world, success often hinges less on reaching the top-tier leader and more on engaging individuals within the network who have the right influence. For example, securing a partnership with a clothing brand involved connecting not with the CEO directly but through lower-level managers who had access and influence over the decision makers.
This approach mirrors how intelligence agencies operate: they identify and cultivate relationships with those who serve as gatekeepers and influencers. It's a reminder that the path to success—be it in business or personal relationships—is often through a network of accessible individuals possessing influence, not necessarily the highest-ranking officials.