Brian learned the power of specific requests when he asked Sam, a new consultant who had been with Sys-Tek Consulting less than nine months, to turn over the management of a new account he had spent months cultivating. Even though it was a large and complex account that went beyond his experience, Sam had been reluctant to turn over the account to anyone else. Then Brian took a performance approach in his conversation with Sam:
“Sam, you and I have had numerous discussions about the new account, and as you may recall, I originally wanted you to turn over its management to one of the senior consultants because I thought it was more than you could handle.”
“Yes, I recall your initial ...