Scenario

As Sales and Marketing Manager of The Righteous Inn you have a wide range of contacts and
relationships in the purchasing and marketing areas.

You also know how critically important it is to proactively foster and maintain these contacts.

Today, you have scheduled a phone call to one of your marketing contacts (Jo at ‘Sam and Jo Marketing
Marvels’) just to touch base and catch up.

You want to use this call to nurture the association you have with this business and also to discuss
extending the contract The Righteous Inn has with them. The Board have advised you they were
satisfied with Sam and Jo’s performance but feel the amount of work they did for the money they
charged really didn’t warrant the fee they charged. The Board has fed back to you that while the results
of the marketing campaigns were great and they achieved all their objectives, after careful
consideration, and with the benefit of hindsight, they believe a reduction in the fee for another 12-
month contract of about 20% would be an accurate reflection of where the new price needs to be.

Certainly, the Board has informed you, they are not prepared to pay any increased fee, and would
settle for a 15% reduction on last year’s fee on the condition that the same services were provided.

You make the call and the phone rings, they answer and you hear, “Good morning, Sam and Jo
Marketing, Jo speaking. How can I help you?”