Welcome back to The ABC of Sales (Authentic, Business, Connection). If you’re transitioning into an Account Executive (AE) role in your 40s, you might think "Networking" is about awkward happy hours and collecting digital business cards.
In high-stakes fields like Fintech, Renewable Energy, and Healthcare, networking is much more tactical. It’s about continuity. Today, we're talking about why you should never "let go" when a client moves—and how to turn a bounced email into your biggest deal of the year.
The "Bounced Email" Panic
You’ve spent months building an Authentic Connection with a key decision-maker—let's call her Sarah—at a major life sciences firm. You finally have a rhythm, and then it happens: your Monday morning check-in bounces.
“Sarah is no longer with the organization.”
Most AEs sigh, delete the contact, and start the grueling process of "re-selling" the brand-new person who replaced her. But as a seasoned professional, you know that the relationship isn't tied to the company—it’s tied to the person.
They Move, You Move
I experienced this early in my transition. Instead of mourning the lost lead, I did some digging on LinkedIn. I found that Sarah hadn't just left; she had been headhunted to lead a newly formed sustainability division at a rival entity.
While my competitors were fighting over the "scraps" she left behind in her old department, I sent a simple, human message:
"Hi Sarah, Huge congratulations on the new mandate! I saw the announcement and knew you were the right person for that challenge. When the dust settles, I’d love to hear about your new goals and see how I can support your launch."
She replied within the hour. Why? Because when a leader starts a new role in Fintech or Professional Services, they are under immense pressure to deliver "Quick Wins." They don't have time to vet ten new vendors. They want a Business partner they already trust to make them look good in their first 90 days.
The Strategy: How to Follow the "Sarah's" of the World
For those of us transitioning skills mid-career, our greatest asset is our existing web of professional respect. Here is how to handle the "N" in Networking:
Listen to the "New Mandate": Don't pitch the same old package. In Sarah’s new role, her pain points had shifted. I listened to her new specialized needs and crafted a solution that helped her launch her section smoothly. It resulted in a deal 3x larger than the original.
The Power of Familiarity: In Healthcare and Life Sciences, where compliance and trust are everything, being the "known quantity" is a massive competitive advantage. You aren't just a vendor; you are her "insurance policy" against failure.
The Gentle Pause: A word of caution—if your contact moves into a department with a long-standing, happy vendor relationship, don't barge in. Maintain the connection, but focus your energy on the "Sarahs" who are starting fresh and need an ally.
The Verdict: Networking is an Ongoing Observation
Networking isn't a one-time event; it’s a long-term habit of professional observation. Don't fear a client's departure—view it as an opportunity to expand your footprint into a new organization. When they move, you move with them.
👂 Your Turn: Share Your Experience
What’s your biggest hurdle in keeping up with client movements? Have you ever followed a contact to a new company and landed a bigger deal?
Drop a comment below and let’s discuss how to keep our networks active and profitable!
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