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Walk-away point: Difference between revisions
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In most client-serving organisations, the “[[walk-away point]]” is a purely theoretical construct with no physical extension in conventional Euclidean [[space-time]]. It may ''feel'' like it does, particularly to some risk controllers, but in reality, this is a mirage. | In most client-serving organisations, the “[[walk-away point]]” is a purely theoretical construct with no physical extension in conventional Euclidean [[space-time]]. It may ''feel'' like it does, particularly to some risk controllers, but in reality, this is a mirage. | ||
For example, the idea of a walk-away seems very, very real to [[credit officer]]s — some of their most deeply-held beliefs depend on it — and for [[legal eagle]]s it represents point, perhaps more | For example, the idea of a walk-away seems very, very real to [[credit officer]]s — some of their most deeply-held beliefs depend on it — and for [[legal eagle]]s it represents point, perhaps more aspirational than real, through which if the organisation could only, for once in its life, summon the fortitude to pass it would ascend into some euphoric, higher-level form of Utopian consciousness. For [[sales]], on the other hand, the notion that one would ''ever'' abandon ''any'' client prospect at ''any'' time now matter how hard the going is foolish, crazy, defeatist talk. | ||
There is, in the final analysis, ''nothing'' a [[salesperson]] would not do — no indignity to which he would not descend to keep the vital signs of an apparently lost cause still twitching — and, since sales, fundamentally, finance the organisation, it is their view that prevails. | There is, in the final analysis, ''nothing'' a [[salesperson]] would not do — no indignity to which he would not descend to keep the vital signs of an apparently lost cause still twitching — and, since sales, fundamentally, finance the organisation, it is their view that prevails. | ||