Joe’s smile was gone. His best dealer and one of his dearest business friends had just told him their relationship was ending. but something came over him — he thought small. “bill, it’s only over if you and i decide it’s over. Forget the way we’ve done business in the past. let’s decide how we can sell more and be more pro昀椀table together.” bill spoke tentatively, “but Joe, what if it means you have to design different products for us, or it means that we have to tackle some sensitive issues like pricing or how your umbrellas should be presented to customers? How 昀氀exible are you?” “look, let’s take each issue one by one — and let’s do it now. i’ll call my sales VP and get him and whoever else we need to drive over here a.s.a.p.” “Do it now? you mean today? usually it takes weeks or months to set up a meeting.” Joe’s face lit up as he said, “well, if i’m moving too fast for you, we can wait if you want — i’m just afraid we’ll miss too many opportunities if we do.” bill smiled, saying, “i couldn’t agree more.” Joe and bill ironed out a new understanding. both were happier, and both realized that this was not the end; it was the beginning of a new way to communicate, to partner and to succeed. it became a smaller world. 20