Page 189 - Executive Warfare

Outsiders with Influence

this global economy, any client who spends millions of dollars with your
organization has a good chance of seeing the CEO whenever she wants. I’d
bet that Henry Ford never felt like he had to meet with a lot of his buyers.
But today, when somebody from a large
international car-rental company asks
the CEO du jour of Ford Motors for a WHEN A CLIENT’S
meeting, chances are good she will get it. UNHAPPY, IT’S A
Clients are more than happy to flex BIT LIKE THE
their muscles this way—and not only to RUNNING OF THE
get a better price or a better product BULLS—AND
from you, but also to play politically YOU’RE WEARING
within your organization. Of course, big WHITE WITH A RED
donors to nonprofits have always tried SCARF WRAPPED
to influence the way the hospital is run, AROUND YOUR
or the college football team is coached, WAIST.
or the art museum arranges its exhibi-
tions. Thanks in part to all the business
media that have sprung into being in the last decade, the bringers of gold
in businesses are becoming just as forthright and dangerous.
They now have lots more information than they used to about what’s
happening inside your business.And if they are not happy with you, it can
get really personal. If the client or donor, for example, hears that you’re up
for a promotion, he is not necessarily shy about calling up a board mem-
ber and saying,“I hope you’re not thinking of making this guy president.”
When a client’s unhappy, it’s a bit like the running of the bulls—and
you’re wearing white with a red scarf wrapped around your waist.You may
well get skewered.

CLIENTS, LIKE BABIES, NEED ATTENTION
So here’s how to keep the bringers of gold happy as a senior person who
is not meeting with them every day.

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