This is where my experience truly made a difference and where Mike's training failed him. I called Lonnie's bluff and offered to talk to the VP myself to point out the same economic terms. I also noted that no one else had asked for a T10 line. Surely, Lonnie wouldn't want to be known for insisting on unique requirements.
Finally, I had Lonnie's attention, but he repeated the importance of those darn 10MB files. I promised he could get them in 10 seconds instead of 8, a negligible difference.
He jumped on the offer, and I informed him that Mike would write up the requirement statement. All Lonnie had to do was return it promptly with no changes, and it wouldn't cost him a cent.
"OK, great! Thanks." Lonnie looked relieved.
After we left, I told Mike to send Lonnie an email with one line: "Marketing Requirement: Transfer 10MB files in 10 seconds."
"But that's just a T1 line, isn't it?" Mike asked.
"Yup. But Lonnie is happy now, because he thinks that he won. Send the email quickly, before he reads some other 'desirement.'"
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