Evan could tell immediately that the older man intended to broach some topic of considerable magnitude. Probably something related to this morning’s sales presentation.
Today’s clients—the attorneys of the law firm Rich, Litchfield, and Baker, were a stodgy, hard-to-please lot. Hugh had made the preliminary sales call by himself and had reported as much.
The accounting software packages that Merlesoft sold were expensive, and required a client company to reconfigure a considerable portion of their internal accounting procedures. The sales process was therefore a multistep one—usually beginning with an exploratory sales call, followed by several quotations, and multiple customer consultations over the phone.
They had been going through this back-and-forth with Rich, Litchfield, and Baker for the better part of four months. Evan had yet to visit the clients’ office; but he had talked to several of the law firm people over the phone.
Today would be the final dog-and-pony show, which would hopefully result in a purchase order from the law firm. Amanda, Hugh, and Evan would make a PowerPoint presentation and answer any remaining customer questions. This was the whole purpose of making the two-hour drive from Cincinnati to Columbus today. It was “do or die” now, in the typically hyperbolic language of corporate culture. Continue reading “The Maze: Chapter 2”