n Ethical Dilemma

Meg Hagan is a sales representative for United Office Furniture. She sells all types of office furniture to professional firms. Meg has been especially successful in using referrals to get appointments with the decision makers at prospect firms. For example, she used a referral to set up a meeting with Max Pursell, managing partner at an accounting firm, and ended up making her largest sale. Max is very satisfied with the office furniture he purchased for a satellite office. During a recent Chamber of Commerce event, Meg was talking with Max, and Max told a story about a fishing trip with his friend, Patrick Bassett. Meg knows that Patrick is the managing partner at a small, but growing law firm. She recently saw in the business news that his law firm was going to open a new office in the suburbs and would announce the exact location in the next two weeks. Meg asked Max if he would be willing to refer her to Patrick and send an e$-$mail to Patrick introducing her. Max said he normally does not like to make referrals, but he might make an exception in her case. He said he would think about it and let her know within a week, if he would send a referral e$-$mail. Meg was excited and began to gather information about Patrick and his firm. After a week went by$,$ Meg had not heard from Max, so she called his office and found out that he was on a three$-$week vacation in Europe. Meg knows that it is extremely important that she talk with Patrick as soon as possible to have the best chance for the office equipment at the new office location. A sale to Patrick$$s firm would lead to a hefty bonus for her. But, she does not have the referral approval from Max. Without the referral e$-$mail, Meg knows it will be harder to get a meeting with Patrick, and she will not have the favorable comments from Max about the satisfied experience he had working with her.

What should Meg do$?$

Contact Patrick by phone, mention the positive experience she had working with Max, and try to set up an appointment without a direct referral and e$-$mail from Max.

Contact Patrick by phone and indicate that Max had referred her to him for his office equipment needs and try to set up a meeting.

Wait until Max is back at work and call to see if Max would write the referral e$-$mail to Patrick. Once the e$-$mail is sent, contact Patrick by phone to set up an appointment.