This is a story about desire, the will to win and a ‘never say die’ attitude. It is true, though I have altered the identities.
Back in the 1990s, there was a small but ambitious consultancy that was made to pitch against much larger and more significant competitors for a big contract with an existing FTSE100 client. Existing but in a small way. The consultancy, we shall label G, was led by a feisty lady, whom we will call Sally.
Well, one day, after the pitches had been made, Sally was called into the client MD’s office for an informal review (back in the day, we used to call them Managing Directors, not CEOs). The meeting was to be held at 08.00 in Holborn. The problem it posed was that Sally was attending a big dinner the night before in Hampshire and staying teetotal was not an option, given the attitude of her host. What to do? Postpone the meeting with her client and risk losing the chance of the contract, or attend and run the risk of fluffing her lines. The thing you should know about Sally, was that she did not like losing, was a fan of Redoxon effervescent vitamin C tablets, and was more physically fit than most.
The day came, the dinner was attended and the ensuing hangover secured. Sally decided to attend the meeting, get up early, use a taxi to get to the meeting and devil take the hindmost. The crucial moment arrived with the MD. He asked what he should do about the new contract. Note that G had come second in the beauty parade. Sally responded thus, despite her head thumping away and an attack of that sweaty sensation that can occur when old alcohol is being flushed out of the system.
“We have a small contract with you. How are we doing? A highly satisfactory job? If yes, you should over-rule the results of the beauty parade and give G the new contract. If no, not only should you not give us the new contract, but you should fire us from the existing relationship.”
The dare worked and G was duly awarded the new contract, much to the annoyance of the largest and beauty parade winner, a big four accounting firm. Sally had already sensed that the MD liked people who dare.