Integrity and sales

When I was an undergraduate, my older sister got me a job: working in the complex carbohydrate chemistry lab of a prolific heparin and heparan sulfate chemist, Bob Linhardt. In the course of the work, I often had to call up companies and get quotes, get help, request returns, or ask for other technical assistance. He taught me an essential lesson in how to engage with companies. It’s not about playing games—it’s about communicating needs with clarity and honesty. If you articulate the challenge you’re facing, a good salesperson will genuinely try to help. Their solution might not be the right fit, and that’s fine—but the attempt will be earnest. In our field, as scientists, many salespeople take pride in their integrity. We’re not buying timeshares, gold coins, or nutritional supplements—we’re sourcing scientific equipment. Give salespeople the chance to be what many of them truly are: reliable partners. There’s no need to manipulate the negotiation. A better dynamic emerges when we treat one another with mutual respect.

Now that I lead a company while continuing my work as a scientist, I’ve wrestled with the idea of preserving integrity. I never want to be in the position of telling someone to buy something that is in my interest but not theirs. However, that concern, I’ve come to realize, was misplaced. There is really no conflict. A company can’t thrive—especially in our domain—on a foundation of deception, even in part. Our customers are among the most intelligent and evidence-driven individuals on the planet. The vast majority of us are here in good faith, committed to serving through transparency and rigor. That’s the ethos I believe in.

Integrity isn’t a liability. It’s the baseline currency we deal in. And I am grateful to work in such a community.

I have several memories of Bob. One was when I told him I had gotten into UCLA for grad school. He stared at me for a moment, thoughtfully, and then said- with perfect authenticity and integrity: “LA is a pit. Why do you want to go there? San Francisco is nice, but LA is a pit.” 🙂 Thanks, Bob. I appreciate your honesty. I loved LA and I still do.

I also credit Bob with giving me my first exposure to high quality seafood. He invited me to a backyard BBQ with high quality oysters, clams, crab, and other seafood flown in from the east coast. Growing up in Iowa, this was all new to me, and I loved it.