You are a Senior VP of your company and find yourself pitching to your opposite number, John Lloyd, at a prospect company in Scotland. The journey from London has taken most of the morning but the probable size of the contract makes the extra trouble well worth it. It is the first time you have met John and he seems a little guarded but polite. He is accompanied, as it turns out, by a couple of colleagues, as are you. You are now all seated around the table in their Board Room. Just a couple of minutes into your opening presentation for which you are using your laptop, and a small and very well-produced slide set, you are stunned to see him refer repeatedly to his Blackberry. By the time fifteen minutes have elapsed you count that he has responded to at least four texts and has even listened to a voicemail. You can feel your irritation rising and one of your colleagues has been glancing at you in obvious displeasure.

 

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A. You say: I am surprised to see you using your Blackberry – I was hoping for your undivided attention. And to be honest - London to Edinburgh is a long way and, you know, I really am keen to have you as a client.

B. You say, in mock seriousness: John, I hope that you’re paying attention – there will be an extensive test at the end! Ha ha.

C. You say quietly, firmly and with a tone of understanding: Look John, you don’t seem too interested in what we have to say – it looks like you may have already made up your mind. I don’t want to waste your time or ours – how would you suggest we proceed from here?

D. You ask your colleague who is speaking to pause for a moment. Then you say: Is everything O.K. John? You seem distracted – do you need a break?

E. You decide to do nothing. Since his colleagues are taking notes – and he will undoubtedly talk to them afterwards, it just doesn’t seem worth the risk upsetting the guy. He probably always does this.

 

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