Samantha McKenna's search is current company = her company, executive seniority, and past company excluding her company, so she sees net-new hires rather than internal promotions or divisional changes. You cannot see someone's connections until you are first-degree connected, so the first step is connecting with the new executive. Once they accept, she compares their network against her territory, saying it helps her build relationships with senior executives and reach people who would not otherwise give her time. She says almost nobody thinks to do this.

“The thing is, you need to be first degree connected with somebody to be able to see their connections first.”

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