To Kill a Bluebird

No, this is not a sequel to Harper Lee's Pulitzer prize winner.

In sales lingo, bluebirds are those opportunities that fly in the window with the salesperson not having to lift a finger. In some sourcing deals I do, I get the opportunity to deliver bluebirds - at least get some vendors in the long list.

So, in a recent deal I convince a client to invite a particular firm. Execs at this firm I used to know have moved on. The web site does not identify current executive names. I call HQ and its all automated voicemail. I call a couple of regional offices - same thing. Without a specific individual name, no one responds. I try yellow pages and they have wrong numbers. I try my contacts in the industry - they give me names who are no longer at the firm. Chris Selland would be proud of me - I even try LinkedIn and people who are listed as working for the firm, have moved on but not updated their profiles. I finally send an email to the PR contact, and marketing finally kicks in and identifies the appropriate sales guy.

The sales guy, initially excited, calls to change the rules of the game. Does not want to follow some portions of the presentation script. Wants non-disclosure changed. Nothing unreasonable. But I tell him if they choose to pass to let me know by a certain date. So, Friday late evening before his Monday morning presentation he sends an email saying they have chosen to pass. I call him and he says if we did this and that he would still come Monday. I am in no mood for negotiations - besides the client has gone home so I could not easily get approval either.

Hey, we all qualify and pass on opportunities. No problem. What I resent is with that late notice he deprived a fellow salesperson in another organization we would likely have invited with enough notice.

He killed the bluebird that some one else would have nurtured.