From a young girl who loved to work in my father’s office during school holidays, I have always been fascinated with business.

The first day I went to work as an apprentice hairdresser, Dad said, “In your career, do not concentrate on making a lot of money. Rather, concentrate on becoming the type of person others WANT to do business with. Then, most likely, you will do very well.”

As I transitioned from men’s hairstyling for ambitious professionals and the movers and shakers in San Francisco’s Financial District, my education increased with each conversation.

Memorable Conversations Homer Dunn

One client that stands out in my memory is Homer Dunn. Although I did not know then, when he walked into the Sebring salon, he was an engineering graduate from Mississippi State University who had completed his degree at UC Berkeley. When I met him, he was a sales professional with IBM.

Homer Dunn was one of my best-dressed and favorite clients. His regular visits were more than just appointments; they were mini-masterclasses in professionalism and business advice. Dressed impeccably in the IBM standard—white shirt and red tie—he embodied the discipline and elegance of his era. During one of our conversations, which now feels like yesterday and a lifetime ago, he shared advice that has stuck with me through the years: recognizing the three types of business relationships.

His advice was part of my earlier presentations on “How to Get, Keep, and Deserve Your Clients.” Some of them to IBM!

1. Current Clients: “These individuals have already chosen to do business with you. Continue to nurture these relationships through regular communication, ensuring their satisfaction and reinforcing their decision to choose you.”
2. Prospective Clients: “These potential clients are currently considering your services. They require a more extended period of engagement, where you demonstrate your value and consistency before they commit.”
3. Future Clients: “These are the clients you aspire to serve and haven’t yet proven yourself to. Stay proactive by sharing your successes and progress, positioning yourself as the ideal choice when they are ready.”

The Key to Long-Term Success

Winning business from influential clients is less about aggressive sales tactics and more about proactively demonstrating your credibility and value.

I owe much of what I know about building and sustaining these relationships to my father and the invaluable lessons from clients like Homer, as told to me from my hairstyling chair.

It Might Interest You to Know…

While my tech executive clients often wear jeans on stage, IBM salespeople in the early 1970s were required to adhere to strict formality. The dress code—dark suits, white shirts, conservative ties, and polished shoes—was a far cry from today’s more relaxed norms.

Known as “Big Blue,” this dress standard reflected IBM’s commitment to excellence, as leaders like Thomas J. Watson Sr. and his son envisioned. They believed every aspect of customer interaction, including appearance, should mirror the company’s high standards and impeccable service ethos.

As a woman who loves to dress up, I miss those days.

The End of the Story

Homer’s career trajectory took him from IBM to founding several tech startups, such as Fortune Systems and Demand Tech. In recent years, we enjoyed a catch-up conversation. In research for this post, I learned Homer died in 2018. He was a fantastic man, much loved, and never forgotten.

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