Page 232 - Paulisms: Gold Nuggets for Small Business

issues. I will give you until tomorrow to decide whether you want to work with me anymore, as I have had enough... Up to you. The opportunity will be lost unless you commit to meeting our standards. Ring me tomorrow on your decision.’ That one conversation turned him around. Did he appreciate the opportunity? Well, time will tell.
Many of the installers we fed the work to didn’t appreciate that we were the customer. In a licensee network, some would say the licensee is the customer. However, if you give them leads, then wouldn’t the licensor be the client. It’s important to appreciate who is the client and where the dollars are coming from. In the case of our suppliers, they were just that: suppliers. And we were the client, as no work passed from them to us. In our licensee network, we supplied not only product but work, and therefore we were are the client. They didn’t see it that way.