Page 26 of Lying Lainey

eleven

Lainey

By some miracle, I made it back only five minutes late when I thought for sure it would be ten. The meeting with New Wave Financial went smoothly. Tabitha gushed over her love for the vegan pastries for far longer than was needed, but it set the right tone for the meeting. I could see why Halstead made sure they were here for her because the conversation they had after was tough and honest.

“Halstead, surely you don’t mean that,” Tabitha said with a disapproving tone. “We agreed last time that when we added on the new branches, the price wasn’t going to change.”

“When I agreed to that, you were only taking over three banks,” he countered. “Tabitha, can you tell me you don’t see a difference between three and thirty? Your company expanded to a whole-ass other province. New Wave took over the entire operation instead of testing the market with the failing locations like you told me was the plan. If I keep the cost the same with that massive of a shift, my other clients will be beating down my door like an angry mob.”

Tabitha leaned back in her chair, studying Halstead. She was an Alpha in her late forties who was fastidious about her appearance being neat and tidy. Her hair was in a slicked-back ponytail, not a hair out of place. Even her eyebrows were immaculate. The only thing she didn’t have perfect was her fingernails. Clearly, she was a nail-biter and clipped them as short as possible. However, that didn’t stop her from picking at them, causing irritated red skin around her cuticles. This woman was a high-powered, no-nonsense sort who wanted results and to feel like she got the best deal.

She was in charge of New Wave’s security from boots on the ground, staffing every branch, to cyber security, which is why she was here today. I knew the fastest way for her to agree to the price increase and be happy with it was to offer something she would see adds value but doesn’t take from our profits.

“Halstead, we’ve been working together for years. You know I like you, and you’re the best at what you do. However, my bosses are under the impression the cost is going to stay the same. We now have thirty locations to train, switching them over to our systems and procedures. If you can’t work with us on this, then I’ll have to go back to them with a number that’s a quarter of what we paid to buy out this company. Three locations were in the red and needed a complete overhaul, but the rest weren’t far behind,” Tabitha explained. “Maybe it’s better to pick another option that’s cheaper for these new additions since we’re not sure how many will last.”

Oh, she’s good. I had the utmost respect for a woman who thought she had a chance to make Halstead feel guilty about charging her more when she’s the one who changed the rules.

“Look, I want to help you, Tabby,” Halstead started, sighing heavily. “Truly, though, from three to thirty isn’t a small amount. If you’d come to me and said five, maybe I’d be up for doing that. Thirty is just too big a number for me to get there.”

“Trust me, I get it. They put us both in a shit spot with this,” Tabitha admitted, shaking her head as she started to pick at the skin around her thumbnail. “The board was actually divided on this deal, but they got one person to flip their vote, and the deal was done. I was told to see if you would play ball, but I had a feeling it was too big of an ask.”

“Once you get those locations up and running making a profit, then we can have this talk again, maybe end up with a better situation,” Halstead offered.

What? That’s it? Neither of them were going to try?

“Um… excuse me,” I interjected, rising from the seat I’d been told to sit in against the wall. They both turned to look at me with questioning expressions. “Hi, I’m Elaine Collins, Mr. Norlund’s executive assistant.”

“Oh?” Tabitha commented with a smile. “So he hasn’t chased you away yet?”

“Too early to tell… it’s only day two,” I shared, returning her smile. “Although I have to admit I’m not that easy to get rid of. If you don’t mind me asking, when it comes to your security, what is the most expensive part of that for your company?”

“Oh, that’s easy… labor,” Tabitha answered. “We pride ourselves on ensuring we do everything in our power to keep our clients’ money safe. It’s the main reason we use Enigma. Their record is the best out there.”

Thrusting my pen at her, I smiled. “That, right there, what you said just now… it’s not only something you pride yourself in, it’s your damn slogan. ‘New Wave Financial, the bank with a new way of looking at your future.’ So tell me how your customers would feel if they find out these new branches you’re trying to get off the ground that already aren’t doing well don’t meet the same standards of security as the others? Would you want to put your hard-earned money somewhere less secure?”

Tabitha leaned forward, resting her arms on the table. “You make a valid point. If they are already struggling, and we don’t hold them to the same standards, there’s no way for them to improve. However, that still doesn’t change the fact I have a budget that hasn’t been adjusted for anything more than covering the payroll increase.”

As I sat at the conference table, I looked at Halstead. “Can I float this idea without committing us to anything?”

“Since I’m interested to know what you’re going to say, go ahead. Before you do, though…” he started then looked over at Tabitha, “… everything about to be said by Ms. Collins is hypothetical. Nothing is in writing or backed by me or my business partners.”

Tabitha laughed. “Goodness, Halstead, make me out to be a tyrant or something, why don’t ya? I get it… we’re spitballing, nothing more. Hell, if you want to call it training for her, then by all means, do so, but let the woman share already.”

He grunted and motioned for me to go ahead.

“Now, Mr. Norlund already mentioned that thirty is just a bridge too far, but five he could see keeping at the same rate. Hypothetically, if he only charged your company for the additional twenty-five, accounting for the increase that would cut into our bottom line, it would bring the cost down. In addition, Enigma will train your cyber and in-person security here while you are switching things out and setting up the new system. Legally, while training, you can drop their pay to minimum wage. It cuts the cost but keeps it legal. Once they’ve been fully trained and they’re sent back to work, pair them with a seasoned employee at another location.

“This way, they can see how a fully functional branch should work. Then you can take those displaced employees and have them work in the new branches. This will get things optimized and running ten times faster. With the blend of old and new, you can advertise the training they’re getting which boosts our visibility, plus it will show your customers that nothing is changing for them. No matter where they go with New Wave, they can expect the exact same treatment and security you’ve always had,” I explained.

When neither of them said anything, I feared I might have overstepped.

“Darling, if this grumpy old ass doesn’t keep you, I’ll find a job for you with me. That is brilliant,” Tabitha praised. “The bosses won’t like the increase, but if they hear training at minimum wage and only being charged for twenty-five branches instead of thirty, it makes us both look good. Also, the suggestion to pair a newly-acquired employee with a seasoned New Wave employee is just goddamn genius.”

Halstead leaned back in his seat, staring at me as he stroked his beard. I started to squirm under his scrutiny, unsure if it meant something good or bad. No matter how hard I tried, I don’t think I’ve ever had a harder time reading someone before now. Nothing gave away what he was thinking. Finally, freeing me from his intense azure gaze, he shifted it to Tabitha.

“Forget what I said before… that was a real offer,” Halstead announced. “The only thing I’m going to add is that the training by my company will be a one-week intensive course. We do the same thing for the DOD when they have a new batch of recruits who need to be caught up quickly. Once that week is over, pair them with the seasoned employee to make sure the training sticks.”

Tabitha reached a hand across the table. “Put it in writing, and I’ll get it done.”