My Big Boy Lesson

When ETA was just starting some seventeen years ago, my business partner (former NASCAR driver DK Ulrich) and I had just begun providing helicopters to NASCAR teams and drivers at all the major races.  With only a handful of clients, I received the call that every entrepreneur dreams about....

During that year, Lucent Technologies was a sponsor on the Jim Mattei NASCAR, driven by Jeff Bodine.  The caller identified himself as the sports marketing director for Lucent Technologies and expressed his interest in possibly chartering a helicopter for the entire season, wrapping it with Lucent graphics and touring it around the racing circuit.

Being quite new to the helicopter business, I had more question than answers, but I knew one thing as an entrepreneur; the answer was "Yes, we can make that happen".   We agreed to meet two days later in Atlanta to discuss the details.

First problem...I had no car that could dependably make it to Atlanta.     Solution: to borrow DK's new suburban.  Perfect for creating the illusion of success and transporting the group to dinner.

Second problem....I had no money.                                                                Solution: to use my newly issued (and not yet used) ETA Green American Express Card.  At least I had credit.

Third problem....I had no where to stay.                                                        Solution:  to call Diane at US Aviation (DK's aircraft business) to ask if she had any extra pilots rooms.  She said she had one remaining; it was at the "SHONEY'S BIG BOY INN".  While I was familiar with the infamous Big Boy restaurants, I had no idea they had a hotel as well.  My excitement for the opportunity however, outweighed any reservations about where I would be staying so I accepted the room.

After driving to Atlanta from Orlando on the day of our scheduled meeting, I quickly checked into my humble accommodations at the SBBI. I had just enough time to shower, put on my one and only suit, and head to meet my guest at their four star hotel, the Nikko.

Wanting to provide a casual but upscale environment for conversation that would boost their confidence in my abilities (further solidified by my white suburban and sharp suit), I chose Maggiano's Italian restaurant in Buckhead.

Dinner conversation was comfortable as we got to know one another and waded into the business at hand.  All indicators were that the deal would proceed forward in-spite of my having more questions than answers to how we would actually pull it off.  My confidence was at a high and my entrepreneurial bravado was screaming "I am your man, I can make this happen".

As dinner came to a close, I excused myself for a quick restroom break.  While away, I took the opportunity to locate my shiny new Green ETA American Express Card and place it in the breast pocket of my suit for easy retrieval. I was determined the quick access would boost their confidence and reduce any chance of haggling over who would pay.  This one would be on me.

Shortly after returning to the table, we were back into deep discussion.  I was seated nearest the isle in a booth with one executive to my left, and two others across from me.  Our eyes engaged one another in a deep discussion when our female server delivered the waiter wallet carrying our check.  Without breaking eye contact (all the books I had read said that was bad to do),  I reached for the leather folder, simultaneously slipped my hand inside my jacket to retrieve my Amex Card, placed one within the other, and covertly reached beneath the table and used it to tap the female server on the leg, signaling her need to take if from my hand and be gone.  It was seamless and at no time did my fellow conversants seem to object to my smooth and benevolent gesture. 

As we continued our conversation uninterrupted, I could not help but notice the server was still in my peripheral vision, standing next to me at the end of our table, silently waiting for a pause in our conversation of which I was a bit annoyed by the prospect.  I was sure we were about to close the biggest deal for ETA to date.  But her presence quickly became undeniable and in unison, we broke conversation and all eyes turned to give here our full attention.

Upon doing so I was shocked to see that in her hand she was NOT holding my Green Shiny ETA American Express Card, but instead was holding my BRIGHT RED Shoney's Big Boy Inn room key card.  And with a bit of disdain she asked...

..."What's This?"

Yep....it happened.  And with all the bad double entendres that accompanied handing a female server my room key card, not to mention a SHONEY's BIG BOY room key card, along with exposing my thinly veiled ruse of being the uber successful, independently wealthy mover and shaker; the deal evaporated into thin air.  

The next morning I awoke in my humble accommodations, put on my BIG BOY pants, and headed home to Orlando without a deal, but not without a huge dose of humility and a valuable lesson learned.  

It is OK to dream beyond your current capacity.  As entrepreneurs we all have to imagine things that others cannot see so clearly that in our mind it has already happened.  The balance comes in communicating the difference in "what is" and "what will be" without compromising our integrity along the way.

“Some people see things as they are and say why? I dream things that never were
and say why not?”  George Bernard Shaw