connection I have with Grace and the fact my brother operates La Rouge Vineyards, there are too many coincidences to ignore. There was no possible way I couldn’t handle this case personally.” I stare at Grace. Her stiff posture doesn’t budge, and I swear she’s erecting shields as we talk.
“Well, we certainly appreciate it. Don’t we, Grace?” Mark fills in the gap with aimless conversation.
“Have you read my proposal?” Her tone is bristly, bordering on snappish.
There it is, the test.
I’m well prepared but find myself a little surprised. I made a mistake in thinking Mark was in charge.
Grace Atwood, you fascinate me.
“I have.”
“And?” She wants to rush our meeting. Her arms cross over her chest and she pushes back from the table.
I can tell she hates being in this position, although I don’t understand. We have hundreds of companies coming to us each year. I think of us as dream catchers. We catch failing dreams and breathe new life into them. It’s a win-win for everyone involved.
We hold each other’s gazes, neither speaking, with her challenge hovering in the air between us. Handling some of her residual hostility toward me is a given, but this seems more than simple hostility.
Although, she has every reason to hate me.
She breaks her gaze first and her head tilts down to examine her cuticles. Her fingers twist as she takes in a breath and then another. When she finally looks up, it’s as if she’s a different person. Gone is her vulnerability. The rawness of her emotion disappears. In their place, she fronts an impassive mask.
“Mr. La Rouge, thank you for taking the time out of your day to look at our proposal. No doubt we’re much smaller than most companies you deal with, but I believe we’re a sound investment. If you think we’d be a good match for Sterling Enterprises, I would be thrilled to discuss conditions and terms with one of your associates.”
Ouch, her professionalism hurts. And what’s with this Mr. La Rouge crap?
“The first step will be to develop a solid understanding of your current operation. The financials you sent are extensive and perfect from that standpoint, but I’ll still need to dig through them. We’ll discuss that more at length.”
We, means me.
I’ll take great pleasure in discussing her financials in private. I continue on, laying out our standard terms.
“Generally, I hire out expert consultants to look over the business, but in this case, I think having my brother take a look is sufficient. He not only knows your business model but is intimately familiar with the local business environment. Asher is well-connected and well suited to assist.”
“And what about terms?” Her eyes narrow.
“Our terms are standard for every partner we take and are non-negotiable. I’ll have my assistant send over the documents by the middle of the week. As for financials, I see you have loan payments. We’ll need to understand the terms of that loan. We can be somewhat creative with refinancing and restructuring.”
“Restructuring?” Mark shifts in his seat. “What does that mean? You don’t mean cutting our workers, because if that’s the case…” He turns red in the face.
“Nothing like that.” I hold out a steadying hand. “Very rarely do we look at laying off employees. We will, however, do a deep dive into the benefits packages, wages, salaries, and hours. You may be surprised, but it’s not uncommon that one of our suggestions is to increase the workforce rather than reduce it. Lean is not always the best way to go.”
“That’s good to hear.” He exchanges a relieved look with Grace. I sense the whole idea of equity investing doesn’t sit well with him.
“As for our recommendations, they come in three forms. We’re not here to take over your company, but we protect our interests. Our goal is to see you succeed. The more profitable Atwood Estates becomes, the better for the both of us.”
“Explain what you mean by your recommendations?” Grace’s attention shifts to her uncle. I sense her statement is more for his benefit than hers. I need to improve my background knowledge regarding Grace. She’s not reacting at all, almost as if none of what I’m saying comes as a surprise.
That’s interesting, because this next bit is usually the biggest hiccup.
“First-tier recommendations are non-negotiable. You’re contractually obligated to implement those changes.” Like I expect, Mark bristles at this comment. He takes his cue from Grace, who responds with a reassuring nod. “Second-tier are suggestions. Meaning, we strongly recommend them, but you are free