In selling safety services to your company's executives, make note of who's who:

Allies - Who's going to work with you? Who shares your goals and understands your mission?

Advocates - Who will publicly stand up for your initiatives?

Aliens - Who's opposed to your ideas, hostile to the cause, focused elsewhere?

Can you spot 'em in your organization? You want to build networks with allies and advocates to deal with the aliens.

- Pat Paulus, Ph.D., CSP, CIH