“It’s just a conversation. What’s getting in the way?” I recently asked a business owner that question.
For weeks, Chris’s prospect list has included a CEO that Chris has known for several weeks. As members of the same organization, they see each other twice a month at meetings and have a friendly relationship. Chris is normally outgoing, proactive and confident. He believes the CEO could benefit from his company’s services. Yet, twice a month, Chris passes on an opportunity to approach the CEO. Why is he so reluctant to take the next step? (more…)
“What happened?” I asked. Carol, the company owner, shrugged. “The deal didn’t work out.” She had been in negotiations for six months to merge her business with a larger company. I persisted. “So, what’s your Plan B?” She shook her head. “There is no Plan B.”(more…)
In a previous article, I outlined The Relationship Manager’s Guide to Collecting Past Due Receivables. That article described Janet, a business owner whose outstanding receivables of 60 days or more totaled a quarter of a million dollars. It took three months to collect the unpaid invoices.(more…)