Confessions of an IT Manager_Phil Factor

Section II: The Strange Business of Software 71
and future completely at the mercy of the company. Suddenly we meet the old
'Phil Factor' oyster. He has already seen the consequences.
The eldest Oyster looked at him,
But never a word he said:
The eldest Oyster winked his eye,
And shook his heavy head--
Meaning to say he did not choose
To leave the oyster-bed.
Tie up the resources of a growing company in a commercial relationship
with a single large one? Get distracted from developing other commercial links
by the promise of easy money from this single source? What happens when the
contract is renegotiated, and you've let other revenues atrophy? The oyster will
want to neglect the natural predatory instincts of the walrus, but he does so at
his peril. Sadly, the temptation is just too great for the less experienced.
But four young Oysters hurried up,
All eager for the treat:
Their coats were brushed, their faces washed,
Their shoes were clean and neat--
And this was odd, because, you know,
They hadn't any feet.
Out of their natural element they go, beguiled by the false expectations of
doing business with a large company, and deaf to the warnings of the old
oyster, Uncle Phil. From the description, it is the sales reps who make the
running. Wiser counsels are usually forgotten in the stampede for corporate
sales.
The problem is that small companies often require a large investment just to
survive the ups and downs of negotiation over a contract, which can be
protracted. They generally don't have the funds readily available and so take
out loans in expectation of the revenue streams to come. Even if they succeed,
and win a contract, they often have to expand just to service that contract.
Four other Oysters followed them,
And yet another four;
And thick and fast they came at last,
And more, and more, and more--
All hopping through the frothy waves,
And scrambling to the shore.
And how the talking can go on … and on. Meeting after meeting, with
always the promise that this last presentation will close the deal. Then the
manager is changed and you have to start again.