The Man Who Mistook His Laptop for His Life

The story so far....see The Man Who Mistook His Laptop For His Life category.....

1222
Great to see you. All Ok for Thursday? Yep-we’re very much looking forward to it. This is our last meeting before the pitch, so let me give you the current picture. I don’t think it will change now and as always it’s totally off the record.

There are only two players seriously being considered for the business; there have only been two for the last two months. You are head and shoulders above the other players on our four key criteria:

1. Price
2. Technology
3. Immediacy of solution
4. Account support

And as you well know Allan, that’s in order of priority. Now you hit the top three, especially price, extraordinarily well. Internally we are delighted with your pricing BUT we see your account support as weakest. We must see more of a well-knitted team and all the benefits that would bring. You don’t need to be reminded that Account Support if poor has the most massive associated costs. So: can I suggest you get a strong story on that? Our other player-and you obviously know who they are-are playing heavily their Unique Selling Point: their dedicated Account Management. It’s leading edge support technology, dedicated account teams. And they use that to explain their price. Allan: it’s yours long as you don’t screw up on the support story.
Don’t worry Freddie: you will be delighted with our presentation. I really appreciate our meetings. See you on the day.

1430
Call to States
Hi Greg.
Yeah-good.
Yeah-just had a conversation with the key decision maker-our mole effectively- couple of hours ago. Their and our thinking is in synch and we know exactly what key points we must hit at our presentation.
I’m glad you are feeling confident as I need to give you one last challenge. The margin: we need to give them two points less.
You are not serious?
I wouldn’t mess on such an important issue.
But why?
World-wide business models are changing and we need to respond.
Now, Greg I’m up for any challenge and have spent my entire business life responding to and recognising the realities of business life. However: are you close to this deal? Have you been reading my cc’d mails?
Calm down.
No-don’t tell me to calm down.
Well: sell then. That’s what we pay you a lot of money for. Let’s see some return.
Are you suggesting…?
Do your job. Perform. It’ll work.
Greg closed the call.
Allan’s fist hit the table: fu*k!

To be continued. Next Monday at 3pm. In the meantime: Get a Life