War Stories Archive
The director of a large family investment office tells this story. “This young woman, a marketing associate for a local investment firm, had been calling me for some time. She asked good questions, provocative questions that helped me think through some issues that we needed to resolve. We met and I liked her—and liked what she had to say about her firm. When we came close to doing something new with our portfolio, I called her to schedule a meeting. I thought that she would be coming to the meeting with one of the key investment people. Instead, her boss, the director of marketing, showed up alone. He gave me a canned presentation and asked very few questions about our specific situation. It was a shame. This young woman had carefully built an opportunity and this guy just blew it.”
Moral: Let the prospects dance with the person who brought them.