Blair gets David to admit that he was kind of wrong about open book management being just a fad when he originally wrote about it almost two decades ago, and David offers ways that it can actually improve relationships with both employees and clients when used appropriately.
David re-reads the 2nd chapter of Blair’s first book, leading to a discussion about how sales people have to choose between either presenting to clients or being present to them.
“We’ve made a lot of money from your advice over the years.”
It was early 2013 and the voice on the phone was an advertising agency president who was signing up for a training program. I knew him only a little from a seminar he attended years earlier and a few emails we had traded since. I also knew that he had purchased annual subscriptions to my webcasts, but I knew little of his business or of his success.
“That’s great I replied,” and I meant it. But he needed to be sure I understood.
“No, we’ve made a lot of money from your advice.”