I can still picture it: Chemical Bank, the institution that would eventually merge with Chase in what was touted as a "merger of equals." Back then, I was at the 72nd and First Avenue branch in Manhattan. One particular day, feeling good about my sales abilities, I was talking with my manager. I asked her, "Who's a major client we've always wanted, but haven't gotten?"
She quickly replied: Sotheby's. The renowned auction house, right in our neighborhood. "We've been trying to get our foot in the door for years," she admitted, "but we've never been successful."
Years. That word stuck with me. "Oh yeah?" I thought. "Let me give it a try."
I picked up the phone. I called Sotheby's, and simply asked to be transferred to the person who handled their business banking. To my surprise, I was immediately put through to the Chief Financial Officer, Mary A. Walling.
"Ms. Walling," I began, introducing myself and Chemical Bank, "we believe we can offer services that would truly benefit Sotheby's. We'd appreciate the chance to meet."
What happened next was unexpected. "I bank with Chemical Bank!" she exclaimed, sounding genuinely pleased. "I'd love to meet with you."
A meeting! With Sotheby's! I quickly scheduled the appointment and called Sonia Sadler, our bank-at-work representative, to share the news. "You got a meeting with Sotheby's?!" she responded, clearly excited. "We've been trying to get in there for ages!"
The day arrived. Sonia was there, along with her boss, who had apparently come off vacation for this meeting, and another person from our electronic banking division. As we were about to leave, they turned to me and said they thought it would be too crowded if I attended the appointment with them. And just like that, I was politely, but firmly, sidelined. Removed from the very meeting I had secured. The person who made the breakthrough was now on the periphery.
Despite my personal removal from the meeting, that initial appointment I orchestrated with Sotheby's Comptroller was pivotal. It led directly to Sotheby's becoming a highly lucrative client for Chemical Bank. A significant win, years in the making.
The Unacknowledged Effort and a Lasting Impression
Here's what truly left an impression: I received no credit. Not a "thank you," not even an acknowledgment. Bank at Work and Geoserve seemed to immediately take all the credit for that sale. They effectively rewrote the narrative, and my direct contribution faded from view. It felt like a microaggression, a quiet dismissal of my effort.
In a way, my approach to sales shifted that day. The initial spark, that pure drive to go out and make things happen, was dimmed by the experience of seeing my work overlooked. I couldn't help but wonder if the outcome, and the recognition, would have been different if I were a white banker in that situation. It was a tough lesson, not just about corporate dynamics, but about the subtle biases that can exist. The memory of landing Sotheby's still holds a place of pride, but it's also a reminder of an unacknowledged victory and a valuable lesson learned.
Great read!
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