Bring in New Business, Make Client Relationships Sticky: That's the Game Kathy Ruemmler, et al. Had to Play, But ...

It's now a what-everyone-knows: It's rarely good work per se that gets you to the big titles, big influence and big bucks of a Kathy Ruemmler, Brad Karp, Leon Black and even myriad contract players. Nonono. What counts is the sustained ability to develop new business and prevent churn among current clients/customers. 

That explains what Ankush Khardori describes in The New York Times as the:

 " ... gravitational pull of his [Jeffrey Epstein's] rarefied social network."

In this particular case, Khardoni is discussing the motivation of Ruemmler to launch and cultivate a relationship with Epstein. Sure, there was the pedophile's documented charm. But there are plenty of charmers out there. Unless they can provide what Epstein could and sometimes would they wouldn't merit the careful care and feeding that some of the most ambitious in professional life had conducted. Epstein had the connections. Through them they hoped to bring in new business and create the kind of aura to hold onto current clients.  

So much does success depend on those "rarefied social networks" that outrage has broken out. No ambiguity: The playing field isn't level. 

Back to the Times article. Some comments trash it as a puff piece. Yeah a shot at reputation rehab for Ruemmler. And not well done. See, Kahdori's primary defense of Ruemmler is that she needed an Epstein kind of connector to move on up, move higher and then hold on at those lofty heights. Yeah, we get it.

But the pushback is that a sophisticated player like she is - and by extension Karp, Black and the rest punished during the Files fallout - should have "smelled" trouble. And eased out of the relationship. The guy not only had been convicted of a sex crime. He was a registered sex offender. Join him for dinner? 

Meanwhile, those beginning the climb up likely wish they could find a source of connection as powerful as Epstein. After several years in Big Law, for instance, the reward system shifts from production to prolific business development. As a contract content-creator for large public relations agencies the expectation was there to bring in business. You bet, I networked.

In coaching I hammer the importance of contacts. Worker bees stay worker bees. They don't become the queen of the hive. 

Careers? So Over. It’s about Earning a Good Living. No matter what.

Complimentary consultation. No Pressure. Street-smart Guidance. Contact Jane Genova janegenova374@gmail.com.


 


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