Yesterday, I was scheduled, for a half hour, to pitch my services via phone to Trey Wright of executive search firm Kaye/Bassman International. His special expertise is higher education. That sales call was to be from 11:30 AM to noon New York Time.
For that, I prepared 3.4 hours. I bill at $80 per hour.
The meeting never happened. Wright did not call. He did not return my call. He did not transmit an email explaining why.
On my phone call to Wright, after he didn't call me, I observed that he might have re-thought my usefulness to his organization.
However, the work still had been done. The law should require payment for that research on leadership trends in the higher education segment and how Kaye/Bassman could add value.
I request legislation be introduced in the U.S. Senate that would compensate businesspeople like myself for sales pitches which were officially scheduled for delivery and the prospects did not comply with the agreement. The invoice I would be able to send to Wright would be for $272.00.
The American brand of capitalism is built on the assumption of fair dealings between sellers and prospective buyers. An appointment is made for a sales presentation. The vendor prepares comprehensively so as not to waste the prospect's time. Then the process moves on to a close or not-at-this-time.
It is well known in American business that prospects can learn the most from vendors. That's why sales calls are so valued. And vendors treated with respect. Usually.
Simultaneously, those doing the presentations learn from each one. That's why rejection is never failure. Instead it represents progress on the learning curve. From my negative experience with Kaye/Bassman I learned this: Insist on respect. And do it the American Way - that is, through enacting a new law.
Wright and his organization - Kaye/Bassman International - could have learned from the research I had performed and the recommendations I had developed. They missed out. The co-chief executive officer is Jeff Kaye.
The loudest voices in the U.S. Senate should be supporting the integrity of the U.S. sales process. When the bill becomes law, here is how the invoice would be Download INVOICEKayeBassmanInternational.
Reflection: The American Brand of capitalism is rooted in trust among the players.