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(1). A small, unprofitable piece of business your sales guy convinces you to take, claiming “there’s a lot of money behind this one.”
“Yeah, I know the fee on this one doesn’t even cover our cost, but this is a call option opportunity. This guy tells us his company’s going public soon – no, he didn’t say when – and we’ll already be in there when it does!”
(1). You can’t, you know.
“No, Henry … I want you to close this deal in person. You can’t phone a handshake. Now, get out there and sell some toilet seats!”
(1). That little something that makes you marginally better than those guys in the hallway waiting to be interviewed after you.
(2). That little something that makes your firm marginally better than your competitors (each of which is probably being interviewed right after you).
“Well, I think our differentiating factor has to be our sharp suits. I mean, everyone basically does the same thing, right? We simply just look better doing it.”
