Editor's Note: The following is a fictional story about Scotty, everyone's business development hero. In the continuing story, business development issues are examined in the context of a typical design/build construction company.
"Scotty, why don't you come in and sit down for a couple of minutes."
"Yes Sir, Mr. Peterson." Mr. Peterson, owner and founder of Peterson Builders, Inc. was president and CEO of his company, and kept his hands in every part of his business. He literally bootstrapped the operation from the back of his pick-up truck into the twenty-five million dollar operation it is today. I was the first business developer he had ever hired, and looked forward to these impromptu meetings to keep him up-to-date on the latest business development and marketing activities.
Clyde, as he was known by most, got up and closed the door. This didn't look so good.
"Ahaaaa Scotty, I've got some rather bad news for you. I've had a lot of complaints lately that all you're doing is playing golf and going to lunch. And last week on Wednesday you didn't come in until noon."
I couldn't believe this was happening. I was only nine months into the job, and I've had this conversation numerous times. "Well that's true, Mr. Peterson. I did play some golf this week, but as we have discussed in the past, there are reasons why this is happening."
"Yes, yes I know. That's what you keep saying."
"But we have talked in the past about me making a presentation to the staff, so we can start to communicate the business development process and how this is really investment in the future in terms of building relationships," I said. What I really wanted to say is he still didn't understand the basics of business development.
"Well, you know son, I know that this business development thing seems to be important. But I've got some long-term employees here that have been coming to work here everyday at eight in the morning for the last eight to ten years, and here you come in after lunch in golfing clothes. And it looks like you've had a good time. The estimators are getting kind of angry. They view you as overhead cutting into their bonus pool."
I'm starting to realize here I might have a real problem. "What you say is true about the golf. But it just appears that way. I still think we need to have an internal meeting...call it internal marketing...and we can start to develop a better understanding of the..."
"You don't get it," Clyde said as he cut me off. "What I'm saying here is I'm letting you go. You're fired!"
"What?"
"I'm letting you go. It's Friday, and I want you to pack up and not come back. We'll work on some severance package, but basically I don't want to see you in here on Monday."
"But...."
"No buts about it. I have some unhappy employees here about how you spend your time. For example, tell me what you have been doing the last couple of weeks. How many golf games did you play?"
"This week I did play two rounds of golf, and had several meetings over lunch."
"See, that's exactly what I mean. A bunch of lunches and you worked on your golf game." Clyde shifted himself upright in his chair. His body language was getting stronger. He was getting more confident in his decision.
"That's not how I see it."
"Since this is your last day, why don't you tell me how you do you see it?"
"Well first, to set the record straight, last week on Wednesday, I came in late as I was down here until four in the morning finishing the Acme Proposal. I asked for some help from admin, but no one pitched in. I had to do it myself."
I never took my eyes off of him,
