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“the number two guy has 98% of the access with 2% of the busyness”
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What It Means
Second-in-command people provide nearly the same access as principals but are much more available
Why It Matters
Most people compete for attention from busy principals while ignoring accessible gatekeepers
When It's True
When trying to access opportunities controlled by very busy, high-status individuals
When It's Risky
When you need decision-making authority that only the principal can provide
How to Apply
1
Identify who the key lieutenant or assistant is
2
Build genuine relationships with them first
3
Provide value to them personally, not just transactionally
Example Scenario
“Building relationship with a CEO's executive assistant who controls calendar access rather than trying to reach the CEO directly”