Plane spotting is a vital discipline, creating the ability to differentiate between friend and foe. It was even more vital in the relatively low-tech world of a half-century ago.

Today, buyer spotting is a key for those selling professional services, and we have no high tech devices to assist us. There is no radar, sonar, metal detector, heat seeking, magnetic PDA gizmo that will light up and indicate: BUYER AT 20 FEET! BUYER AT 20 FEET! BEARING 120 DEGREES!

At the risk of being crass, no one can help you in organizational life except a true buyer, someone who can write (or approve) a check in return for your value. Gatekeepers, blockers, functionaries, advisors, colleagues, and assorted others can't do a thing for you (unless they immediately introduce you to a buyer).

The Image, Silhouette, And Footprint Of A Buyer

Here are the hallmarks of a true economic buyer, someone who can shake your hand and make a deal on the spot, or request a proposal and make a deal next week.

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