“If that were to happen, we would handle the bulk of the process. I can assure you we are all very organized. I have a team of CPAs that I oversee. Nothing is ever just one pair of eyes. I check and doublecheck. Audits happen, but I am happy to say our clients have never found themselves in hot water with the IRS for the years we’ve handled their business.”
He nodded and digested the information. “I like to think I’m an honest man,” he said. “I don’t like games and I don’t do cheating. I may not agree with all the taxes I have to pay, but I don’t want to cheat my government either. I have been dealing with some unscrupulous people and I don’t like it. It gives me and my company a bad name.”
“I absolutely agree,” I told him. I pulled out the prepared portfolio and handed it to him while I went into my spiel. I knew I was winning him over. I kept going, sprinkling bits of laughter into my speech to keep him engaged. It was going to be a good account. I could feel it.
“You sure do know your stuff,” he said when I was done giving my speech.
“I’ve been doing this for ten years, and while I might not have as much experience as some of the other accountants, I do know my stuff. I make it my mission to know every tax law. Our firm is small enough that I get to know all my clients and big enough to handle companies like yours.”
“I like what I’m hearing, Saige.”
“I’m not going to give you any high-pressure sales tactics, Hal. I don’t work like that, but I will tell you I know we would be a good fit for your company. I will personally be handling your account with the help of a few of my trusted staff members. You’re not going to get pushed off onto some first-year kid. I’ve got your back.”
He smiled. “I can’t tell you how much I appreciate that. I need to meet with my board, but I will definitely be in touch.”
I got to my feet and shook his hand. “I look forward to hearing from you. Feel free to stop by the office if you’d like to see things firsthand.”
“I’ll keep that in mind,” he said and walked me to the door. I left the business knowing I just landed another client. A big client at that.
When I got back to the office, I was riding high. For one short hour, I had forgotten about the chaos my office was in. It was just a little depressing. I went from feeling great to feeling dread.
“There you are,” I heard Nash say.
I turned to see him walking toward me. “Here I am,” I said.
“I went to your office and you weren’t there. Are you late?”
“No, I’ve been at a meeting,” I answered tersely. I kept walking. I was not going to have it out with him in front of the staff. Things were bad enough as it was.
“Why would you go to a meeting?” he asked incredulously. “A business meeting?”
“Yes, a business meeting. I was talking to a potential client.”
“Why wouldn’t the client come here?”
I put my stuff on my desk and turned to look at him. “Because he’s a busy man. I went to him and met him on his terms.”
He looked disgusted, like it was the worst thing he’d ever heard. “I would think they came here.”
“Then you would think wrong.”
“In the future, I’d like to be included in these sales meetings.”
I raised an eyebrow. “It wasn’t a sales meeting. Do you know about tax liability? Can you answer questions about appropriate office expenditures?”
“I’m the owner,” he stated for what I was certain was the tenth time. “I think it sends a clear message about the company when I am in attendance.”
“It sends a message,” I muttered. “By the way, I got the account. A large account I might add, and guess what, I did it all by myself. This may come as a shock to you, but I bring in the big fish all the time. It’s what I do.”
“Good. Congrats. I’m impressed.”
I saw an opportunity and I had to take it. “If you’re so impressed, put the coffee machine back in the breakroom.”
He snorted. “I’m not that impressed,” he said and walked out of the office.
He was insufferable. I could have brought in Microsoft and he would still cinch up his little