Many years ago, I was sitting with a number of top executives in a business meeting. We were discussing the possibilities of getting more customers. The thought came to me that we should call Jim, a certain competitor, and ask him if he would send us some of his extra business. The thought seemed so ridiculous that I didn’t even voice it. What? Ask a competitor for business? It was too far-fetched to consider.
A week later at a trade meeting, I bumped into Jim. We talked for a little while about our various businesses and then I did a strange thing. I asked him if he had any extra business that he couldn’t handle at the present time. I told him that we had some excess capacity at the plant and would be willing to help him out.
Jim looked at me and smiled. “I wish you had asked me that last week,” he said. “You see, John, we recently acquired two new, large accounts but we didn’t want to lose some of our smaller accounts. We are working over capacity right now. We wanted to give some of the excess work to another company that had the capability of handling them.”
Jim shook his head and continued. “I thought of...
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