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.
As Evan contemplated this morning’s meeting—barely an hour in the future—he felt more like dying than doing. Amanda had given him a “challenge”, announcing that he would be making the sales presentation solo.
Evan knew from experience what this actually meant: Amanda would vigilantly wait for him to make the slightest mistake or omission. Then she would pounce and interject during the middle of his presentation, throwing him off his rhythm and undercutting his credibility in front of the customers.
“You don’t have to warn me,” Evan said, anticipating the nature of Hugh’s advice. “I know that Amanda is going to be watching me like a hawk today, waiting for me to make the slightest flub-up, or to forget the smallest detail.
“That’s why I’ve crammed for today’s presentation. I stayed up till midnight last night going over everything. First I reviewed the four quotations we’ve submitted up to this point. Then I went over the procedures that Rich, Litchfield, and Baker use in their accounting process at present.
“And I didn’t stop there, let me tell you. I also made a list of questions that I could reasonably anticipate them asking today; and I think that I’ve got every one of them nailed. You ought to see the notes I prepared, Hugh: They fill a good ten pages on a legal pad.”
Evan finished off the last of his breakfast, wadded up his napkin, and dropped it onto the Styrofoam plate. He smoothed his tie to make sure that it contained neither syrup, egg fragments, nor sausage crumbs. Noting also that the sleeves of his white dress shirt were free of stains or debris, he nodded at Hugh with a cautious air of self-contentment.
“You can feel free to offer me any last words before the wedding, though, buddy. Or you can hit me with any questions that you think I might have missed. But I believe that I’ve got them all down.”
Hugh leaned forward. “That’s not what I want to talk to you about, Evan. It’s something else.”