Energy Leadership, 2nd Edition

13Raising the Bar

The best way to predict the future is to create it.

—Peter Drucker, business/management expert

That day, when I left, Richard had taken some time to reflect on his relationship with Joe Simpson, one of the principals of the account Nate lost when we all started working together. It was the one that got away.

A few years ago, they had played golf together regularly – and Richard had been trounced just as regularly, but they enjoyed each other's company and liked to bounce business ideas off one another while they shot a few rounds. Not surprisingly, Richard originally sealed the deal for the Simpson and Simpson account on the links.

So now Richard thought it would be worthwhile to check in with Joe and see if there might be a possibility of recapturing Simpson and Simpson's business.

Just as he had done with his call to Nate, Richard visualized calling Joe and his old friend cheerfully agreeing to play a round for old time's sake. Richard centered himself, settled into the wonderful feeling that always seemed to come when he did this exercise, and picked up the phone.

* * *

Just a few days after Richard's invitation, Joe joined him at the country club where they used to play. While they were getting ready, Richard asked him how things were going with the new marketing company.

“They're okay,” Joe reported blandly.

Richard, no longer one to hesitate, asked, “It sounds like you're not thrilled with their performance – am I sensing an opening here?”

Joe was ...