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5. Watch out for holiday surprises

5

Watch out for holiday surprises

In a cut-and-thrust environment where career people are jostling for position and influence, holidays can take on a sinister aspect. They offer two types of opportunity – people use them to be absent when something unpleasant is about to occur, and you can use the absence of others to get things done that otherwise wouldn’t happen.

The first opportunity works like this. One of the salespeople who worked for me, we’ll call him Jan, was managing a big campaign to sell a lot of computer equipment to a major local authority.

He was in competition with IBM, but had become increasingly confident that it was going his way.

The culmination of the campaign was to be a visit to the Chief Executive of the authority, with Jan, my boss and a director representing our company. Jan told me that there was a good chance that we would get the order there and then. Suddenly with about a week to go, he announced that he was taking a short holiday and would miss this top-level meeting.


  

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