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Networking Heaven: How Every Small Business Can Win New Clients by Cross-Selling to Other Firms

By Olga Taylor and Barbara Bix

Let us tell you a fable that we've heard in a number of group settings. It talks about heaven and hell. If the analogy to small businesses is not immediately clear, it should become so by the end of this article:

A traveler decided to visit hell. When he arrived, he saw a group of people seated around a cauldron of delicious stew. Everyone seated around the cauldron was starving. There was no silverware. Instead, everyone's arms had been turned into wooden handles and their hands into wooden spoons. They were all trying to feed themselves, but the handles were too long and the spoons never reached their eager mouths.

The traveler then visited heaven. There he saw a group of people seated around a cauldron of the same delicious stew.


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