I Don't Have Time For the Little Guy Syndrome

Back in the day when I was selling medical products I learned many lessons from many managers and mentors but the best lessons were from mistakes I saw others make or I made myself.
A large hospital where I had little business and my main competitor had a lot had the decision maker to whom they referred to as The Chief in the office . Out front in the salesman's waiting area was his assistant who received us and announced us. My competitor often came in the without as much as a greeting or acknowledgement and said " I am here to see the Chief". I actually enjoyed talking to the assistant while I was waiting so we got to be buddies. One day my competitor came in and said to a new guy behind the desk " I am here to see the Chief" Well guess who the new chief was? LOL Needless to say my star shineth brighter from then on out simply because I had been genuinely interested in the new Chief's story when he was the "lowly" assistant.
I had another small account that I started neglecting because I had most of the business and I thought I was in a locked in situation. A new guy showed up on the sales scene for a competitor who heretofore was listless. This new guy went after this one first and when I realized that I was losing business and it was too late, I lost the account. Believe me. I never made that mistake again.