John Simons is a first tier supplier to ACME Corporation, and in that role he vets a number of minority, women and veteran-owned suppliers. He tells the story of how he met a woman, veteran-owned freight company, Ballinger Freight, owned by Wendy Ballinger. He brought her in, and indicated his possible interest. She was very excited. First, it was just a friendly call the next morning.  

“Hi John, this is Wendy, just wanted to know where things stand. Please give me a call. Looking forward to hearing from you. Thanks, bye.”

An hour later, she left another message.

“Hi, John, this is Wendy, it’s about 10. Haven’t heard from you yet. Just wanted to know what’s going on. Please give me a call. Thanks so much, bye.”

An hour later….

“Hi John, this is Wendy Ballinger, Ballinger Freight. You know, we met yesterday and you said you were really interested in me? I was wondering where things stand with the contract. Could you give me a call? I’d really like to hear from you. Bye.”

By the end of the day she had left six messages, each more urgent than the last.

Then the second day came.

8 A.M.

“Hi John. This is Wendy Ballinger. You and I met the other day and I got the distinct impression you were interested in my services. I haven’t heard from you after leaving messages for you all day. The least you could do was call me back. I would appreciate it if you would please call and let me know where things stand. Thank you.”

10:00 A.M.

“John, this is Wendy Ballinger of Ballinger Freight. I can’t believe you’re doing this to me. You gave me the distinct impression you were interested in doing business. I don’t appreciate being treated like this. I’m a busy woman and I expect more respect. There’s no reason to treat me like this. I expect you to call me within the next two hours!”

12:00 P.M.

“Mr. Simons, I am going to call your boss and make a formal complaint. You aren’t doing your job and I am going to make an example of this. You have no right to tell me I have business and then not follow up with me and let me know where things stand. I’ve been trying to reach you for two days. This is outrageous.”

At this point John called Wendy and gently explained that a little patience was in order, and that contracts with billion dollar corporations evolve over many months, and sometimes involves a complex vetting process. Wendy was lucky that John didn’t take her ire personally, and that he also understood her frustration as misplaced enthusiasm.

Have you ever made a rookie mistake like this? It’s easy to let our eagerness override our better judgment. Let the procurement process evolve. Trust people to take your interests to heart. Don’t push and never, ever threaten. Your reputation lasts a long time. Kindness, courtesy and humility win lasting friends and support- and business.

*note: names have been changed in this story

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