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January 29, 2005


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Scott Jones
Alex ... there's a fine line there. From my experience you better not cross either way. If you go in as a blank sheet of paper to a senior-level executive you will, a) not get in, and b) in the unlikely event that you do get in you'll get your lunch handed to you. So ... you're right, that you can't go in all arrogant assuming you can solve the execs problems when they haven't been able to do so. That's being a pompous ass and insulting. On the other hand, the executive expects that you come to the table to add value, meaning that you are able to answer those questions from a vertical and role perspective. It takes some work. That's why very few get through. Once you have cracked through, you'll obviously be able to get more into them personally. I hope this helps/clarifies.

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