identifying prospects 73
influence
consultant's 182
exercising 185
optimizing connection power 185
optimizing expert power 184
intellectual property 13, 152
internal consultants 4, 39
International Cutlery Company 107
intervention 159, 179, 180
interviewing skills 131
intrinsic selling 44, 45, 46, 70
introductions 35, 43, 44, 54, 66
issue analysis 108