I win because winning is right on; it's honest. Your blood turns sour and sticky when you lose. - Joe Kapp

Winning is living. Every time you win, you're reborn. When you lose, you die a little. - George Allen

Winning isn't everything, but it beats anything that comes in seond. -Paul "Bear" Bryant

My three selected quotes above might appear to signal the start of the fall football schedule. From that: standpoint, the timing is on the button and I, for one, look forward to it with unusual eagerness.

In reality, it is closer to issuing a challenge to all fleet managers to hone their skills as communicators with their own management. Communicating effectively for you is as basic as is proper conditioning for the athlete. Whether you are talking or writing to your drivers, your suppliers, or the CFO, you have both an opportunity and a responsibility to deliver an appropriate message with every brain cell available. But that only applies to those that enjoy or need their employment and have a genuine concern about their future.

The economic transition during the past few years now extends to each and every firm's fleet. Cost pressures, rising vehicle prices, budget cuts, and restraints, outsourcing, integrating new systems, and doing more with less resources faces all of us. Desire matches need whether it's on the field, the court, or in your office. That's why empowerment can never fully replace old-fashioned team play.

To underscore the value of communications and teamwork with those executives within your firm who have a direct interest in your own productivity management, we recently conducted an enlightening study during the NAFA conference. We personally asked the sales reps from the lop fleet management companies how often they found it necessary to also meet with the firm's executives before they could come out with a signed contract. If you glance at the chart and doodle a little, you will know that this happens in over 80 percent of the cases. And, undoubtedly, for a variety of reasons.

No one is suggesting that the fleet manager essentially is charged with the contact, analysis, and the ultimate recommendation. We know that there are a few who can make the decision without even consulting anyone else. The point is that you have a heavy burden all year long to build the confidence into your senior management relationship so that your recommendation is acceptable and approved.

We all have teammates and partners, but the ultimate goal is to "win" and to get the best short and long-term deal for the company. Our concept of our sister publication FleetFinancials, is to help you have an understanding "teammate" on the lop floor who appreciates and trusts you. I'm confident that if you communicate effectively with these other players, you will be a winner; as will be your company.

Question:

Before concluding a new fleet management agreement, what percent of the time must you meet with financial or executive management at the account to obtain final approval?*