Business is about deal-making.
Deal-making is much easier if you work in teams. A captain and a wing-man.
The wing-man goes in and breaks the ice, warming up the prospect, and then the captain moves in to close the deal.
It’s requires unselfishness. The wing-man does the hard yards upfront, then someone else moves in and takes the deal and the glory. Some people think this is an injustice.
“I did all the work, why does he get the glory?”
An entrepreneur doesn’t care about glory or injustice. She only cares about getting the deal.
Sometimes you’re the captain, sometimes you’re the wing-man.
Find a wing-man. If you can’t find a wing-man, be the wing-man.
Do whatever you have to do to get the deal.