“Come in.”
Samantha enters, tablet in hand, looking professional in dark slacks and a cream blouse. Her hair is pulled back, and she wears minimal makeup. She’s dressed for work, not for me.
Somehow, that makes her even more attractive.
“Hi.” She hesitates at the door. “I know you have that big call this morning. I was wondering if I could sit in? Learn how you handle these negotiations?”
I lean back in my chair, studying her. “You want to watch me work?”
“I want to understand how you think.” She moves closer. “The acquisitions I’m handling are smaller scale, but the strategy must be similar. I could learn from watching you in action.”
“Sit.” I gesture to the chair beside my desk. “The call starts in ten minutes. Ground rules—you don’t speak unless I ask you a direct question. You take notes. Afterward, we’ll discuss what you observed.”
“Deal.” She settles into the chair and opens her tablet.
I go back to reviewing my notes, but I’m aware of her presence. The subtle scent of her perfume. The way she chews her bottom lip when she’s concentrating.
Focus, Grant.
At exactly nine o’clock, I dial into the conference.
“Gentlemen.” My voice is calm. “Let’s talk numbers.”
The CEO of the hospitality company—James Bradford—comes on the line. “Mr. Hale. I appreciate your persistence, but as I’ve said, your offer doesn’t reflect the true value of our company.”
“Your company lost twelve million dollars last year,” I say. “You’re hemorrhaging money on outdated properties that need complete renovation. My offer reflects the reality of your situation, not the fantasy you’re selling your board.”
Silence on the other end.
I glance at Samantha. She’s watching me with wide eyes, pen poised over her tablet.
“We have other interested buyers,” Bradford tries.
“No, you don’t.” I pull up the market analysis. “You’ve been shopping this company for eight months. Nobody’s biting because everyone can see what I see. You’re underwater, your properties are liabilities, and you need my money more than I need your company.”
“That’s a rather aggressive stance.”
“That’s an honest stance.” I soften my voice slightly. “James, I’m not trying to lowball you. I’m trying to save your company. My offer includes capital for renovations, a management structure that actually works, and a path to profitability within eighteen months. Can any of your other ‘interested buyers’ say the same?”
More silence.
Samantha’s stopped taking notes. She’s just staring at me now, and I see heat in her eyes that has nothing to do with business.
“What about employee retention?” Bradford asks. “My people have been with me for years.”
“Nonnegotiable. Everyone keeps their jobs for at least two years. After that, performance-based decisions only.” I lean forward. “I’m not a corporate raider, James. I’m a builder. I want yourcompany to succeed. But it won’t succeed if you keep pretending everything’s fine when it’s not.”
“I need to discuss this with my board.”
“You have until the end of business today.” I check my watch. “After that, my offer decreases by five percent. Market conditions are changing. My generosity has limits.”
“That’s not much time.”
“That’s all the time you have.”
I can hear him breathing on the other end, weighing his options.
“I’ll call you back in two hours,” he says finally.
