Étienne Garbugli

Entrepreneur & Author of Lean B2B

Network from the Bottom-Up

By Étienne Garbugli | August 19, 2010 | 0 Comment

So, you have a good network, you’re starting a business and you’re looking for clients, who do you contact first? VPs and CEOs or the people that worked directly with (or under) you?

When I first started my business, I contacted everyone I knew. I expected all my big cheese contacts to throw contracts my way but, almost everything I got came from smaller cheeses (sorry).


  • Maybe because their help is less frequently solicited
  • They have more to gain by helping you
  • They generally know you more

Don’t take bets on contact potential, it’s not always the people you’d come to expect that will help you out. Be kind to everyone and network from the bottom-up, you don’t know who your contacts know or where they’ll be in a year or two.


Étienne Garbugli

Etienne works at the intersection of Technology, Product Design and Marketing. He’s a three-time Startup Founder, a five-time entrepreneur, and a UX research expert. Etienne is also the Author of Lean B2B: Build Products Businesses Want. Lean B2B is a framework used by thousands of entrepreneurs & innovators to reduce the risk of their B2B ventures.


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