Attitude CHECK Professional Courtesy Calls
clearly defined area of ethics. Accord- ing to Webster: Ethics, personal moral principles as decided by an individual and not dictated by law or rules. The topic for this column was sub-
T
mitted by a parent (a professional CEO), who decided to relocate to another trainer and got caught in the cross hairs of angry dialogue. Not un- derstanding the proper way to do it, and having heard the term, “It’s just business” so many times around the ring, the parent simply called the new trainer, asked prices and asked to have their horse picked up. The trainer sent a trailer and the horse was relocated, much to the surprise of the old barn. Obviously there was a reason for the
move, in this case to simply go to more “A” shows for his child. The result was hurt feelings, angry words, and finally the loss of a close trainer-client friend- ship. Possibly all of this could have been avoided. How, and what is “proper”? That
takes on extended discussion and con- troversy, much of which is dictated by individual personal ethics, feelings and emotions. Mix parents, children, horses, husbands, competitive sport, egos and MONEY, and the waters get pretty jumbled up. But, cutting to the chase, there is a way - assuming profes- sionals and clients chose…but it takes an equally committed process by pro- fessionals and clients to make it work, no matter how uncomfortable. The top barns have a system that is
pretty clear and forthright. It is tried and true and it works for “the busi- ness”, as well as introducing clients to an unspoken “ethic” of our sport. The process explains a grey area for clients.
here is right and there is wrong, and somewhere in the middle is the never really
Here is the simple process definition: IN A PERFECT SITUATION: 1. Client wishes to relocate for what- ever reason. 2. Client discusses reasons with current trainer and asks for recommendations and assistance. 3. Trainer does NOT react, has a pro- fessional sport discussion of the goals and best interest of the client. 4. Trainer makes recommendation and calls suggested trainer about moving a client there. **During the discussion, client may quite possibly decide a move is not necessary. 5. Client gives notice and moves (no- tice can be 1 day to 30 days). Trainer assists.
IN A DIFFICULT SITUATION: 1. Client is not happy, sees greener grass, and decides to move…or at least check out alternatives. 2. Client approaches new trainers, asks for confidentiality to discuss their barn and a possible move. 3. Trainer, first off, explains that he will only have the discussion about his own business and what he has to offer. 4. Trainer explains to prospective cli- ent that the client needs to go back to their trainer for a meeting and discuss their dissatisfaction. Gives the trainer a chance to remedy the problems. 5. Client then returns to prospective trainer and explains he had the meet- ing and still wants to relocate. 6. Trainer explains to client that the next step is for a trainer to trainer conversation FIRST, that includes dis- cussion about clients intended move, financial clarity and horse/rider con- cerns-issues. 7. Trainer calls trainer and one of three things happen: a. Trainers make arrangements for
the move. b. Client is asked to clear up financial issues before move is done. c. Prospective trainer turns down
new client. So there really is an “ethical sys-
tem” in place throughout the industry, whether it is adhered to or not it is the standard practice - should people de- cide to use it. It is important for clients and trainers to decide what their own approach to advancing in the sport is, and the value of long standing re- lationships. Possibly there is one main fact that gets overlooked…..we will all see each other around the ring month after month and year after year. THAT is a fact! For many riders, success is being in
one barn from the first lead line les- son to the Grand Prix level; Karl Cook is one that comes to mind. The Cook family relationship with Willow Tree Farm is decades old and still function- ing well. For someone else, it may be a change or two along the way. The big cautions: 1) The client who
never seems to be happy, moves from barn to barn and is always unhappy and looking for the greener grass; 2) The trainer who wants to blow up and be emotional and unreasonable. Assuming the system above, or a
modified one, is the “norm” in our sport, it is truly the “win-win” for the industry. Clients get an early education about our profession and trainers can function in professional trust of one another when things get tense, as it does in ALL relationships!! The final thought to ponder…
..Can’t
we all just get along!!!!! Sometimes yes, and sometimes no…..but knowing we will be shoulder to shoulder at the back gate for years to come should cause a pause to at least consider that!!
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