SITUATION:
It was almost quarter-end for a publicly-traded company. FedEx had agreed two months before to renew a big contract for software and services, but the key VP at FedEx had delayed signing off on the purchase order. And until the P.O. was signed, the revenue couldn’t be booked. Nothing our client had tried thus far had worked in getting that critical signature.

SPARK:
Further letters, calls, and emails wouldn’t work. Sending a fruit basket might get some attention, but the message would likely be ignored and the fruit passed on to others.
        So we asked our client what this new two-year agreement would mean for FedEx. “Over $2.7 million in savings by locking in pricing now,” was the reply.
        Wow, what a hook! But how to express that? Suddenly, we got the vision of a BIG check, with the huge savings emblazoned in bold numbers.

RESULT:
We produced a check six-feet across and mounted it on a board. The sales executive drove to the FedEx office, put it on the key VP’s desk (the man was out) — and in two hours got a phone call! Chuckling, the FedEx VP said he’d just signed off on the P.O. Our client was able to book the revenue, meet their quarterly numbers, and Wall Street was happy.

(Btw, this also works in getting the attention of someone who has yet to say “Yes”. Give it a try!)