‘You made me pitch in there the first time I came here.’
‘I’m fully aware. How you handled that room told me everything I needed to know about how you’d handle other things.’
There’s a sparkle in those dark eyes that tells me he isn’t talking about business.
In the boardroom, we make introductions. Stuart and his legal counsel are sitting at the far end of the large board table. Stuart looks even younger than his age would suggest, almost drowned in his surroundings. His hair is almost black and ruffled. His eyes are a dark, deep brown. Striking. There’s something about them, something I can’t put my finger on, as I shake his hand. I watch him sit back in his chair and cross the ankle of one leg over the knee of the other. He’s arrogant in a too familiar way. But when Gregory takes a seat opposite him, Stuart uncrosses his legs and his cocksure posture folds back to young boy as he sips from a glass of fresh orange. The legal counsel, Markus, is tall. His slim shoulders are hunched forward, a little potbelly resting over his belt. There’s something reserved in his manner. Introverted, maybe. Helookslike he’d specialise in IT and IP law.
Markus kicks us off. ‘Stuart, why don’t you share some background aboutBlack Diamonds. I’m sure Mr Ryans will be impressed with the figures, to say the least.’
Stuart opens his mouth to speak but Gregory holds up a flat palm. ‘No need, gents. I’ve done my homework. Let’s just get to it. I’m going to make you an outstanding offer forBlack Diamonds. Given the product is still very much in phase one of the marketing cycle, it really hasn’t proved much worth. Do you know the percentage of start-ups in the gaming sector that fail in the first twelve months, Stuart?’
Stuart shakes his head and takes another sip of his juice. Nervous, I think. Gregory can be intimidating at the best of times but tonight, he’s in full throttle.
‘Over 80 per cent. That’s full engine failure, complete crash and burn. And here’s the thing, Stuart: young entrepreneurs like you throw everything you have, financially, physically, emotionally, into making a success of your venture. What that means, is your crash and burn stands to leave you grovelling to Mummy and Daddy or lining the streets with fellow failed entrepreneurs.’
Jesus, Gregory, calm down.
I wait for to see the timid reaction of the boy being talked but I’m surprised to watch him lean forward towards his counterpart.
‘You’re mistaken,Gregory.’ Stuart spits his words in a thick Zimbabwean accent. He has a temper, though unsurprising given the tone of this meeting. ‘I never met my parents and I have no intention of ending up on the streets, so this game will continue to be a success and I’ll be one of the two in ten businesses thatdon’tfail.’
I wait for Gregory’s retort but it doesn’t come. He leans back in his seat, hands forming a steeple. If I didn’t know better, I’d say Stuart just struck a chord with the mighty CEO.
‘Tell me, Stuart, what is it that will makeyousuccessful?’
The teen straightens his back but seems uncertain again. ‘Black Diamondsis unique.’
‘Bullshit,’ Gregory snaps. ‘If you’re looking to set your stall out, don’t start with your weakness and pretend it’s a strength. Lay your weakness on the table. Get it out there so your opposition can’t use it against you but don’t lie about it.’
He’s giving him advice now? Aggressively dished out but advice nonetheless.
‘You don’t have a unique product.Black Diamondsis a knock-off of my ownJail Run, not to mention successful games produced by ten other well-known companies.’
‘Is that right?’
I watch Stuart with wide eyes. He’s either unable or unwilling to back down.
‘Then tell me why in my first three months of trading, I’ve had hundreds of thousands of downloads and why I’m eating into your profit?’
Gregory unbuttons his jacket as if he’s nonplussed but I don’t think that’s the case at all. ‘You don’t have a workable business model. You can’t build and sustain a company on one game. What happens when people get bored, when technology moves on and your app loses functionality or users complete the game and go looking for the next? You fail. You don’t have a marketing plan. You don’t have financial backing.’
‘How would you know that?’
‘I have ways and means, Stuart, and I have those ways and means because Idohave a sound business plan. I have money enough to look into a child playing from his bedroom at being a businessman. So, here’s my offer. I’ll give you five hundred thousand pounds tonight. I’ll take your game and do as I please with it.’
‘Half a million?’
‘Half a million pounds to create a platform that allows you to grow.’ Gregory relaxes into his seat beside me but my eyes are on Markus, my counterpart. No lawyer worth their salt would let their client take the first offer.
Sure enough, Markus leans into Stuart’s ear and Stuart confirms, ‘No deal.’
Gregory cocks his head to one side and smiles, then pours himself a glass of water before resuming his cross-legged position. I watch his reflection in the windows. His body moving against the indigo sky and city lights as he sips the water, strategically dramatic in the silent room, eyes fixed on Stuart. He replaces the water glass on the table then shuffles his leather chair back just enough to say,We’re done here.
Or so I think.
‘One million, and that’s my final offer.’
He looks straight ahead at Stuart, who is somewhere between gobsmacked and smug. I have to dig my nails into my palms. This is Gregory’s show; I’m just his lawyer. I’ve given him my advice and I need to keep my cool. But doubling the offer, what is he thinking?
