r needs to get an irate Banker off his back he sends for Max. He’s prepared to pay top dollar to get the get the problem sorted quickly.

Max has a large group of facilities managers who look after older buildings in his Rolodex. And he has built a reputation for fixing ventilation problems quickly.

Think about what he does. He targets people under pressure who need a solution quickly. If you think that this is a smart way to win new business, and I certainly do, you

One of the most important business lessons I’ve learned over the years is to always keep my ears open. This isn’t just a matter of listening, you have to first spot opportunities to explore the minds of people who can reveal valuable insights.

Yesterday I had such an opportunity and I thought you’d like to hear about the really valuable lesson I learned.

My wife and I were at a party. Before lunch we had drinks on the lawn beside a small marquee with a bar. We then went indoors to help ourselves from a magnificent buffet.

There was no seating plan so we sat with some friends and I got lucky,

My friend Johnny is very convivial. I squeezed into a chair next to him because I knew he’d create a lot of laughter and fun. He encouraged Max to sit the other side of me.

When Max started to talk about the lifestyle he enjoyed and his Ferrari I couldn’t help being slightly interested. He got my full attention when he started telling me how he built his fortune.

His model for winning new business is really smart and it came quite naturally to him. It transforms an ordinary ventilation engineering company into a vehicle for earning superstar money.

He targets blue chip companies with offices in the financial area of the City. He is only interested in older buildings that have been renovated.

He knows that there is a great likelihood of ventilation problems in such buildings. This is because when new partitions are erected to reconfigure office space the construction workers often forget to reposition the ventilation systems. This results in the temperature controls in renovated offices often sending cool air to the wrong places.

When you have high-earning, highly stressed individuals inhabiting those buildings they create merry hell when they get uncomfortable. This, in turn, puts the buildings’ Facilities Managers under stress.

When a Facilities Manager needs to get an irate Banker off his back he sends for Max. He’s prepared to pay top dollar to get the get the problem sorted quickly.

Max has a large group of facilities managers who look after older buildings in his Rolodex. And he has built a reputation for fixing ventilation problems quickly.

Think about what he does. He targets people under pressure who need a solution quickly. If you think that this is a smart way to win new business, and I certainly do, you

ent indoors to help ourselves from a magnificent buffet.

There was no seating plan so we sat with some friends and I got lucky,

My friend Johnny is very convivial. I squeezed into a chair next to him because I knew he’d create a lot of laughter and fun. He encouraged Max to sit the other side of me.

When Max started to talk about the lifestyle he enjoyed and his Ferrari I couldn’t help being slightly interested. He got my full attention when he started telling me how he built his fortune.

His model for winning new business is really smart and it came quite naturally to him. It transforms an ordinary ventilation engineering company into a vehicle for earning superstar money.

He targets blue chip companies with offices in the financial area of the City. He is only interested in older buildings that have been renovated.

He knows that there is a great likelihood of ventilation problems in such buildings. This is because when new partitions are erected to reconfigure office space the construction workers often forget to reposition the ventilation systems. This results in the temperature controls in renovated offices often sending cool air to the wrong places.

When you have high-earning, highly stressed individuals inhabiting those buildings they create merry hell when they get uncomfortable. This, in turn, puts the buildings’ Facilities Managers under stress.

When a Facilities Manager needs to get an irate Banker off his back he sends for Max. He’s prepared to pay top dollar to get the get the problem sorted quickly.

Max has a large group of facilities managers who look after older buildings in his Rolodex. And he has built a reputation for fixing ventilation problems quickly.

Think about what he does. He targets people under pressure who need a solution quickly. If you think that this is a smart way to win new business, and I certainly do, you

me how he built his fortune.

His model for winning new business is really smart and it came quite naturally to him. It transforms an ordinary ventilation engineering company into a vehicle for earning superstar money.

He targets blue chip companies with offices in the financial area of the City. He is only interested in older buildings that have been renovated.

He knows that there is a great likelihood of ventilation problems in such buildings. This is because when new partitions are erected to reconfigure office space the construction workers often forget to reposition the ventilation systems. This results in the temperature controls in renovated offices often sending cool air to the wrong places.

When you have high-earning, highly stressed individuals inhabiting those buildings they create merry hell when they get uncomfortable. This, in turn, puts the buildings’ Facilities Managers under stress.

When a Facilities Manager needs to get an irate Banker off his back he sends for Max. He’s prepared to pay top dollar to get the get the problem sorted quickly.

Max has a large group of facilities managers who look after older buildings in his Rolodex. And he has built a reputation for fixing ventilation problems quickly.

Think about what he does. He targets people under pressure who need a solution quickly. If you think that this is a smart way to win new business, and I certainly do, you

when new partitions are erected to reconfigure office space the construction workers often forget to reposition the ventilation systems. This results in the temperature controls in renovated offices often sending cool air to the wrong places.

When you have high-earning, highly stressed individuals inhabiting those buildings they create merry hell when they get uncomfortable. This, in turn, puts the buildings’ Facilities Managers under stress.

When a Facilities Manager needs to get an irate Banker off his back he sends for Max. He’s prepared to pay top dollar to get the get the problem sorted quickly.

Max has a large group of facilities managers who look after older buildings in his Rolodex. And he has built a reputation for fixing ventilation problems quickly.

Think about what he does. He targets people under pressure who need a solution quickly. If you think that this is a smart way to win new business, and I certainly do, you

r needs to get an irate Banker off his back he sends for Max. He’s prepared to pay top dollar to get the get the problem sorted quickly.

Max has a large group of facilities managers who look after older buildings in his Rolodex. And he has built a reputation for fixing ventilation problems quickly.

Think about what he does. He targets people under pressure who need a solution quickly. If you think that this is a smart way to win new business, and I certainly do, you should ask yourself, “how can I do something similar?”