30 May 2006

Our terrier keeps on worrying at the problem

The terrier gave me a call this morning. He has arranged for us to make a pitch to a plc with a turnover of £150 million. The Chairman and the Finance Director together. When he gets a problem to get his teeth into, there's no stopping him.

Is it because of a massive bonus if it all goes right? No. He did take the time to establish that the rewards were fair and that he thought that he had a reasonable chance of being successful with us, but after those early conversations, he has never mentioned money again.

I think it's really because he enjoys the challenge of putting himself and a proposition on someone's agenda - thinking through how to position the proposition so that it is attractive to a business. All that takes a good deal of thought and, based on my current experience, he's very effective.

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