5-23-10 Selling Access

I saw in the news today that Sarah Ferguson, Duchess of York (is she still called that after the divorce? Hmmmm) was caught trying to peddle access to Prince Andrew. Interesting concept, eh? The news folks all seem to be in an uproar about that. And while I think it is more than a bit tacky, is it really any different that what we face in business life everyday?

For example, our networks are a form of currency. We do a favor for this person, and someday, will likely get a favor in return. It isn’t a good or bad thing…. It just is.

Or another example, you take a client out to lunch or dinner. Yes, part of it is building relationships. But another part of it is that you are planning to get some business from this client in return for the lunch. Again, not good or bad. It just is.

Or another example, you are hired for a specific job simply because of the contacts you have in your industry. Because of your contacts, you can open doors that were previously closed to your new company. They are hiring and paying you for your influence. Not good or bad. It just is.

A final example…. The administrative assistant. If you are smart, you never alienate anyone’s assistant. Because, in fact, that assistant is the one that controls the access to the executive -- which is, of course, a form of influence. And believe me, if you piss her off (and yes, it is usually a “her”), you will never get the face time you need with an executive.

Again, it is neither good nor bad. In fact, the assistant is PAID to control access to the executive (among other things, of course). And I’m not dissing this function. If you’ve read my previous post about admins (2-22-10 Did ya notice?), you will realize that I revere the person and the position.

So what can the new/aspiring exec learn from Ms. Ferguson’s problems? Of course, the obvious thing is that you shouldn’t get caught on videotape. Kidding. (Actually I’m not kidding, but dealing with the media is a whole ’nother post.) You should learn that selling influence is common, although perhaps not as crass as her actions. And you should learn that you must not peddle influence dishonestly. And you should learn that influence can appear in the most unlikely positions and locations (like an assistant), so never underestimate the person you are talking to.

Cheers!