CHAPTER 4

Foxes

The Heart of the Power Base

With foxes we must play the fox.

—Dr. Thomas Fuller

After the hero has saved the day and put all the villains securely behind bars, grateful citizens turn to thank him, but he is gone in an instant, no longer there to be thanked. The job is finished, and there is no time for public glory if you are . . . Batman. Yes, Batman. The archetype of the understated hero has always existed in literature, film, and storytelling. Characters like Robin Hood, the Lone Ranger, and Batman are just a few that we’ve seen win battles for the public good. They are fun to watch because they win with a sense of elegance and style.

Certain people in organizations are a bit like that, in a way. It’s not because they have a penchant for being mysterious. It’s simply that they have practical reasons for working quietly, behind the scenes, while less skillful fighters engage in noisy, public confrontations. In the world of selling, we call these understated achievers Foxes.

We use the term Fox not only because the label is fun and easy to remember but because foxes in the wild demonstrate wise and highly effective behavior that separates them from other animals. Certain characteristics come to mind when you envision foxes in their natural habitat. They’re known as intelligent, clever, and resourceful creatures that are able to outthink—outfox, if you will—their opponents. They are quiet and patient and know the value of keeping a low profile.

Foxes combine astute observation with indirect methods to defeat competitors with a sense of style. For example, most wild animals that find themselves with fleas do the obvious thing and start biting and scratching. It is a direct approach that not only is ineffective but can damage the skin and lead to infections and even more discomfort. Taking this approach within an organization would be akin to an individual attempting to advance his or her own interests in a way that damages the company as a whole. The best solutions—in the wild and in business—are always the holistic ones that protect the environment within which a problem resides.

Foxes know this and are also aware of fleas’ vulnerability: they cannot swim well and drown when submerged in water. So when foxes have a problem with fleas, they simply find a stick and go for a swim. They carry the stick in their mouths, knowing that the fleas will start moving up their backs, onto their heads, down their noses, and onto the stick. The fox is patient and delights in watching the fleas move to the stick. Then, he simply releases the stick and watches the swarm of fleas drift off into confusion.

Human Foxes display many of the same traits in organizations. They become the center of influence and heart of the Power Base, not only because they are high performers who want the best for their organizations, but also because they understand how to appropriately leverage influence and authority to win with style—an approach that compels their organization’s political structure to revolve around them. Foxes are high-integrity individuals who place their organization first. They’re rarely surprised by events and work behind the scenes to prewire or shape decisions, often long before they are made. They are astute observers who plan ahead and see around corners.

Foxes are the most powerful customer individuals for sellers to know. As Figure 4.1 shows, Foxes occupy a space in the right-hand quadrant. We show it in the middle of the quadrant, but it can be anywhere from the upper portion of the quadrant to the lower portion of the Power Matrix introduced in Chapter 3.

Figure 4.1: The Fox Is Powerful

Note: The Fox image in Figure 4.1 is a registered trademark of Holden International.

Understanding how to work with Foxes is a critical part of creating Political Advantage. It is the fuel that enables sellers to provide unexpected customer value and defeat the competition. However, there’s a somewhat ironic fact about Foxes’ existence: the more powerful and truly foxlike they are, the harder they are to detect. But the trained eye can see that they leave behind their own version of fox prints (see Figure 4.2).

Figure 4.2: Getting Your Value to the Fox