He bites the tip of my nose, then slips his hand back into mine as we continue walking.
‘So, how did it all start? I know you have a degree from LSE, then what?’
He looks at me, bemused.
‘Oh, Gregory, come on, legal research, due diligence. I told you I know more about you than you think.’
‘I have a degree in Economics from LSE but it started before then. I’m not sure when but I used to idolise Lawrence. I hadn’t known a good man, a role model, until Lawrence. I used to watch him working in his office from home and making calls on one of those old, clunky mobile phones. Do you remember those? With aerials? As I got older, I started offering to help and Lawrence would give me things to do: sums, basic things. When I got older still, he’d ask me what I thought of deals and ideas he was working on. By the time I went to LSE, I had an idea for a product.’ He laughs and shakes his head. ‘It was a sports bag alarm. A device to put in your sports bag while you were playing tennis, rugby, rowing or whatever. If anyone tampered with your bag while you were playing, the alarm would sound.’
‘Hmm, did it take off?’
‘I’d say it bombed but it never really took part in the race. That was the start of everything for me. I told Lawrence about my idea and in hindsight, he never really thought it was a flyer but when Easter break came around in my first year at LSE, Lawrence agreed to take me on a business trip to China. He did his thing: met clients, networked and tried to strike deals. In the evenings, he made me put on a suit and go with him but during the day, I visited factories and markets and learned a bit about manufacturing. That’s when I realised that I wasn’t a creator and the money was in being the middle man.’
Hugo and Betsy run towards us. I take a stick from Hugo’s mouth and throw it as far as I can. A few steps later, Gregory picks it up and throws it properly.
‘Then what happened?’
‘Well, then I came home, took exams and soon, it was summer break. Williams graduated that year and had nothing lined up so I told him to come out to China with me. He explored during the day but I did the same thing again: went to factories and markets and introduced Williams to some of the men I’d met with Lawrence. One of them told me about these LED lights, said they’d be the future. I agreed to visit his factory the next day and that was my first product. I agreed to take a shipload on a sale or return basis and try to sell it into the UK. When I got home, I lined up some big wholesalers who supplied big retailers and slowly but surely, the lights took off. The business still exists. I place people there when they start working for me. It’s a relatively small business so I figure if they can’t do a good job there, they’re no good at all.’
‘Where does Williams come into it?’
‘I still had two years left at LSE and I knew I needed a fallback. Plus I was too competitive to back out without kicking the arse of every guy on that course.’
‘I hadn’t noticed that competitive streak,’ I say sarcastically, receiving a glare in return. ‘So Williams ran the business for you?’
‘It was always my business, I called the shots and Williams ran all decisions by me. He’s more numbers than commercial, but he managed the business day to day during term time. Within a few months, we made enough money to pay him well so he stayed.’
‘Then you branched out?’
‘Mmm, by the time I graduated, we had five or six high-value products and we were selling into all major wholesalers in the country. A year after graduating, we were selling into America, Australia and Europe. Then we diversified, acquired some additional companies, set up some sub-divisions and here we are.’
‘You make it sound easy.’
‘It definitely wasn’t easy but it was fun, still is, but the bigger you get, the greater the impact of your decisions. The stakes are higher.’
A pheasant flaps its way from a bush in the distance and the dogs shoot off after it.
‘Hugo! Betsy!’ I shout.
Gregory bends forwards on a chuckle. ‘Scarlett, they’re not really called Hugo and Betsy.’
‘You’re an arse.’ I laugh, nudging into his arm. ‘Aren’t you going to get them?’
‘Buster! Bramble!’ Gregory growls.
The dogs stop the pursuit and immediately turn back towards Gregory.
‘Good boy. Good girl,’ he says, giving each a treat. The dogs sit, waiting for their master’s next instruction. Gregory flicks a hand forwards and both dogs sprint out in front of us.
‘Even your dogs are intimidated by you.’
‘They know what’s good for them. And you, Scarlett Heath, how did you come to be a yuppie in one of the best law firms in the city?’
I shrug. ‘There’s really not an exciting story.’
‘Tell me anyway.’
I drop my hands into my coat pockets and stroke the bobbled wool lining.
