Synopsis
A step-by-step guide using the Circle of Leverage System explains how anyone with something to present, in the office or everyday life, can identify who needs to get the message or information and how to get past personnel, executive secretaries, or other bureaucratic devices in the way. Tour.
Reviews
Boylan, who heads his own motivational consulting firm in Minneapolis, points out that such technological advances as the Internet, teleconferencing, fax machines, e-mail and the like have made doing business more difficult for the individual who seeks access to sell a product, a service or him(her)self. Boylan's solution is a system he has developed called the Circle of Leverage (abbreviated to COL). He maintains that the access-seeker should keep in mind the Key Engagers of his prospect: fear of loss, insecurities, competitiveness and the desire to be a serious player. Utilizing this knowledge, the next step is to approach by mail the prospect and his boss and his boss's boss, so that the prospect is, in a sense, backed into a corner and will set up an appointment. Boylan then outlines 10 preparation steps and five executive steps to insure the correct use of the COL system. Boylan, however, is tedious on the page. A good speaker repeats everything at least once to be sure of getting a message across; here, every point is made two and sometimes three or four times, more than a minor irritation.
Copyright 1996 Reed Business Information, Inc.
When he was 30, Boylan left two companies he had owned and run to pursue his dream of a career in the recording industry. He made a demo of 10 of his songs and hawked it at all of the major record studios. After being told by each one that his music was not good enough, Boylan reconsidered. What he also came to discover, however, was that recording-company executives receive thousands of unsolicited tapes. For his to have been listened to at almost every place he tried was apparently unheard of, more a testimonial to his ability to get in the door than to the quality of his singing. So now Boylan has decided to share his secrets. He calls the techniques he has developed to gain access to decision makers the "circle of leverage," and he shows how to use it to get past voice mail and unsympathetic receptionists. David Rouse
Boylan (Ethical Issues in Business, Harcourt Brace Coll. Pub., 1995), the founder and CEO of the Boylan Group, Inc., writes about how to get in to see the people in an organization who have the power to decide the issues that affect the caller. (He used this approach himself to sell the idea of this book to the publisher.) It is a brash, exciting approach to marketing and job hunting, though the text is often repetitive. Boylan explains what the reader needs to know about a company and where and how to find it. After doing the research, the applicant writes a letter requesting an interview to the person who seems to have the power to decide; he or she then calls the assistant or secretary to request the appointment. Boylan also explains how to handle turf protectors and use voice mail to the caller's advantage. The premeditation of the effort appears Machiavellian, yet it is an honest, up-front approach. Recommended for general business collections.?Peggy Odom, Texas Lib. Assn., Waco
Copyright 1997 Reed Business Information, Inc.
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