In an ideal world he would obviously have wanted to spend more time making sure no one was doing anything she didn’t feel comfortable with. Unfortunately our world is very far from ideal, sustainable client development was absolutely vital to the success of the business, and it was up to him to singlehandedly pursue that goal for all their sakes. Regrettably, he had had to make some difficult decisions. If the ship went down, they would all go down with it. So he had to make some tough choices. So while the early lightning rods were going through a period of adjustment, Joe was back out there gunning for the product. He had sent out some more letters while the builders were working, and he had made some more pitches. Just the knowledge that he had actually made a sale and that installation was underway gave him an edge. You can fake confidence in the sense that you can put on a good show, but what you can’t fake is the inner confidence that comes from success. Because no matter what you say to the customer, you always know the score.
