It's not what you know, but who you know

You are planning to grow your business. This means growth in net new households. You will likely lose some clients to defections, others will move and some will unfortunately die. So where will new clients come from? You have a goal; maybe it is 20 net new households of a certain size. You have a good list of prospects – you know their names from doing research within your geographic market. The 4-10 February issue of The Economist ran the Lexington editorial – “The Classes Drift Apart”. It makes the point: “This new elite is not just a breed apart. It lives apart in bubbles such a...