Agreements Archives - Page 4 of 6

Ask !

In May 2014 John Barrows – a sales trainer for companies like Salesforce, Box, LinkedIn, Marketo, Zendesk – posted the following advice on follow-up in SalesHacker:

Question: How do you follow up effectively with a potential client without being annoying?

1. Ask for guidance on the best way to follow up with them while adding value and not being annoying. You know who does know how to effectively follow up with the client The client. Ask them.

2. Ask what their preferred form of communication is and if they will respond. This is different than asking them about the best way to follow up. This is about their preferred form of communication and getting them to commit to a level of responsiveness. I literally ask people – “what is your preferred form of communication moving forward here? Is it cell, e-mail, text?”

3. Make sure you always end each conversation with a clearly defined next step. It kills me how often I see sales reps get off the phone after a good conversation with a prospect without a clearly defined next step scheduled on the calendar. The easiest time to get a commitment on a next meeting is at the end of the meeting you just had.

4. Summarize your conversations and get written confirmation. At the end of every decent conversation, I always send an e-mail that summarizes what we talked about and asks for their confirmation.

5. Always have a reason to reach out and never just call to ‘touch base’ or ‘check in’. I am on a personal crusade to get ‘touching base’ and ‘checking in’ out of the vocabulary of sales professionals.

Add value. Don’t annoy.

Deadlines

The word deadline was first used during the American Civil War to describe a line which, if a prisoner crossed it, could result in the prisoner’s death. Even though most deadlines today won’t end in murder, Americans still feel that correlation when talking about a deadline, and they tend to treat it like a life-or-death matter.

Deadline: a line drawn within or around a prison that a prisoner passes at the risk of being shot; a date or time before which something must be done; the time after which copy is not accepted for a particular issue of a publication. First known use was in 1864.

Examples: She worked on her composition right up until the deadline. We had to hurry to meet the deadline. The project was completed a week past its deadline. The deadline for submitting college applications is April 19th. They’re working under a deadline.

Deadlines and recovery from missed deadlines are so important to Americans that many job interviewers specifically ask applicants to describe a time that they missed a deadline and how they recovered from it. If you type missed deadline into Google, you’re immediately bombarded with self-help websites describing how to recover from a missed deadline.

In 2013, the Prince George’s County school system lost $1.4 million of state funds when it failed to approve school construction contracts within their two year deadline. Although the school district was very close to approving these contracts, no extension was given, and the money had to be returned.

First-mover advantage

First-mover advantage is gained by the first significant player in a market segment who gains control of resources that other participants in the market cannot match. Amazon had a first mover advantage over Barnes & Noble. Amazon maintained its advantage by partnering with Borders and extending product offerings into apparel, electronics, toys and housewares.

Rarely is a project, large or small, completed within schedule, within budget and meeting fully, much less exceeding, the specifications of the customer. The business world is seldom that simple. In the American business context quality is more likely to be sacrificed than schedule or budget. Americans expect products and services on-time, and at the price they agreed to. Quality – in the sense of completeness – can be made up for with extra effort.

When it comes to that magic triangle – schedule, budget, quality – the first two usually trump the third, in the U.S.

Trump. A card of a suit any of whose cards will win over a card that is not of this suit —called also trump card; a decisive overriding factor or final resource.

General George S. Patton

General George Smith Patton Jr. was born in California in 1885. From an early age he heard stories about his war-hero ancestors who fought in the American Revolution and the Civil War. Intent on following in their footsteps, Patton attended Virginia Military Institute and the U.S. Military Academy at West Point.

George Patton fought in his first battle in 1915 at Fort Bliss along the Mexican border during the Border War. He also served in France during WWI, where he became one of the leading experts in tank warfare. During WWII Patton served as a general, commanding the 7th U.S. Army in the invasion of Sicily and the 3rd U.S. Army during the French invasion.

Patton was considered one of the most successful combat generals in U.S. history, and his apparent battle-lust earned him the nickname “Old Blood and Guts.” A harsh commander, he was once almost discharged for slapping a soldier whom he thought was behaving cowardly.

He was known for making quick decisions, and once famously said “A good plan violently executed now is better than a perfect plan executed next week.”

“Neither snow nor rain”

On July 26, 1775, the Second American Continental Congress appointed Benjamin Franklin as Postmaster General to organize and run the Post Office Department – the predecessor of the United States Postal Service (USPS).

The USPS has a reputation for always completing deliveries on time. Its unofficial motto comes from an inscription on the James Farley Post Office in New York City, which reads: “Neither snow nor rain nor heat nor gloom of night stays these couriers from the swift completion of their appointed rounds.”

In fact, postmaster was considered to be such an honorable title that two postmasters went on to become President of the United States: Abraham Lincoln and Harry Truman.

External Factors

Decisions are not made in a vacuum. American decision-making allows itself to be influenced by external factors. External customers, company-internal partners, suppliers, changing management priorities, budgets and manpower all can have impact on individual decisions. American decision making aims to be market-driven.

Market-driven in the U.S. means making decisions based on the market‘s rhythm. If necessary, Americans will skip over steps in their decision making approach.

To turn on a dime: To take a very tight turn, used especially for a vehicle; to change direction quickly. A dime is the smallest in size of American coins.

Experience: To encounter or undergo (an event or occurrence); to feel (an emotion); practical contact with and observation of facts or events; the knowledge or skill acquired by such means over a period of time, especially that gained in a particular profession by someone at work; an event or occurrence that leaves an impression on someone (a learning experience).

Down and dirty: Americans are not perfectionists. The goal is seldom the optimal decision, but instead the most effective decision under the given circumstances. Often timely decisions, even if suboptimal, are the best decisions. They can be corrected.

Roommate Agreement

On The Big Bang Theory, an American television show about a group of physicists and the girl next door, two of the main characters share an apartment together. In order to ensure that things run smoothly from the beginning one of the roommates drafts a roommate agreement that outlines all of the rules by which the two characters will abide.

Additionally, anytime there is a change in the characters’ status (for example, if one of them starts dating), this roommate will write a modified version of the agreement to accommodate the new arrangement.

However, the second roommate hates having a fixed list of rules, and rather than being a way to solve disputes, the roommate agreement actually becomes the source of many arguments.

1990. Bush. Gorbatschow.

Robert Zoellick, former Deputy Secretary of State under President George H. Bush, addresses Putin’s claim that the West broke a promise it made in the 1990s not to expand NATO.

This is about the topic Agreements, and the American logic. Listen carefully beginning at around 2:30, especially at 3:56, where Zoellick reveals crystal clear the American logic: “Nothing’s really final until you put the words on paper.”

This video was posted on YouTube on February 1, 2022. It is not clear when it was recorded. Russia had amassed conventional forces surrounding Ukraine. The invasion began on February 24.

“that make us miserable”

June 16, 2025. Wall Street Journal. “Many of us feel compelled to say yes to things that make us miserable. Yes to work that is not our job. Yes to taking on jobs when we’re at home or on vacation. Yes to boring, unnecessary meetings or company dinners.”

Key Points: saying yes to unwanted tasks leads to unhappiness, while saying no, when done correctly, brings relief; evaluate requests by weighing their cost to you against the benefit to others before responding; base your “no” on personal principles, use empowered language, and reinforce with confident body language.

The author is Vanessa Patrick, associate dean of research and Bauer professor of marketing at the University of Houston’s C.T. Bauer College of Business. She is the author of “The Power of Saying No: The New Science of How to Say No That Puts You in Charge of Your Life.”

Some interesting comments on the article:

“Like so many things, it depends. In my experience, unless the corporate world has changed much more than I think it likely has, saying “no” to your boss is generally not a great career move.”

“Following this advice will result in getting you and your priorities fired! This article is written by an academic who clearly has no idea how large, fast organizations work. It’s incredibly arrogant to assume that one always knows the valid reason to do something that seems out of one’s lane. It assumes you work with the same knowledge/data as your boss. That’s rarely the case. The current environment is so ultra-competitive that missing even a slight competitive edge or event could mean the decisive difference. Do not listen to someone so entranced in academia (with tenure and no competition ) who is advising you to do.”

“I started reading this article, then quickly said, “No”.”

“The author clearly never worked at a consulting firm or any kind of matrix organization where there were many bosses with competing interests. However, she is publishing, and that’s important for academicians.”

“After moving 3 times in 4 years for my employer, he then asked me to move again after one year. Talked to my wife over the weekend and decided the family would stay while I listed conditions for accepting the move including weekend flights back home. On following Monday told the boss I would accept the assignment and handed him my written list of conditions. He said forget about it and asked me who he should give the assignment to. I stayed at the then current location for 6 years and moved to final location before retirement. Oh and got a another promotion along the way. Cannot just say no; must be strategic/political. Always do what is best for the company with caveats.”

League of Nations

U.S. Refusal to Join the League of Nations (1919): After World War I, President Woodrow Wilson negotiated the Treaty of Versailles, which included the League of Nations. However, the U.S. Senate refused to ratify the treaty, and the United States never joined the League, demonstrating a reluctance to commit to binding international agreements that could limit national autonomy.