THE ON-THE-GO MANAGER
PRIORITIZES TRAVEL TIME
“But at my back I always hear Time's winged
chariot hurrying near. …”
Right after the 1991 Gulf War, a U.S. construction company hired a Middle East consultant—a Saudi native—to provide on-the-ground counsel. The mission: getting contracts to help rebuild Kuwait. The executive vice president, just returned from Kuwait, told his CEO, “The only trouble is, now I need to sit down with Abdul for four days. Even though I've just come back, looks like I have to go again!”
The CEO held up his hand. “Maybe you don't. Invite him, to come here. Cost is the same. Gives you time to catch your breath. And he'd probably like to visit America for the first time.”
It worked. The construction people got to meet their new teammate. Abdul enjoyed the trip. The harried American saved two days of travel—wise deployment of time. You don't always need to go. Sometimes it works better if they come to you.
Consider asking your client to come to your offices, where detailed information is available plus facilities to make a full presentation. Insurance agents and securities account executives who practice this save one or two hours a day. Further, when appointments get cancelled, they are in their own offices,