Page 5 of One Summer Weekend
I went out of hisroom before I said something I’d regret. High-maintenance? A knee-jerk reaction to the fact that – for once – I wouldn’t be bringing the business home at minimum cost and disruption. Operating within my client comfort zone – with a low level of supervision – produced the biggest profit for Coaches for Growth, time after time. But that didn’t mean it should be taken for granted. In fact, nothing incoaching should be taken for granted, as I knew only too well.
When I returned to my desk, I decided to ‘keep Stuart posted’ by sending him a very detailed record of our conversation, with a request for a definition of ‘high-maintenance’ that I could share with HR; that should keep him on his toes. Next, I looked up the most expensive hotel within twenty miles of Grimshaw, and found a superiorde luxe room, whatever that entailed, at a gratifyingly high price. Finally, I turned my attention to the paperwork for Leo Components, a straightforward matter of inserting the client details in the designated places and, as always, checking the small print.
Just as I was saving the files, an email pinged into my inbox. From Jack Smith, with ‘Change of Heart’ as the subject line. I hadto read the short message several times before it sank in.
Dear Alicia
Thank you for coming to Grimshaw last Friday. I have thought about our meeting and decided not to take the executive coaching any further.
Rgds
Jack
Oh, really? We’d see aboutthat.
I dialled the mobile number in his email signature. One ring, two rings …
A curt,‘Yes?’ Did he actually know who was calling, or was he always this abrupt on the phone?
‘Good morning, it’s Alicia Marlowe.’
The smallest of pauses. ‘You got my email?’
‘I did, but—’
‘I was going to ring you, actually – to apologise for Friday.’ No black-velvet voice today; he obviously didn’t like apologising.
And I didn’t like being wrong-footed. ‘Apologise forwhat exactly?’ I couldn’t help sounding belligerent; after all, there were so many moments to choose from.
He gave a humourless laugh. ‘From what Adam said … well, I got the impression you were an old battleaxe. I wasn’t expecting you to be so …’ A tantalising pause; then, ‘Look, I’m sorry if I made you feel uncomfortable. Don’t know what got into me.’
‘Thank you for that, at least.’I wrote ‘Games?’ on the pad in front of me. ‘On to other matters – I was rather surprised by your email.’
‘I only did what you said and thought about it carefully. Why would you find that surprising?’
I crossed out the question mark after ‘Games?’ again and again, until it was obliterated. Then I said, with far more composure than I felt, ‘What specifically is preventing you from goingahead?’
Silence. At last he came out with, ‘I don’t think I’ll be able to put in the hours. And the money’s a bit steep.’
Even he didn’t sound convinced by such lame excuses, and I took full advantage. ‘Don’t you think you’ll recoup the hours and the money several times over, in terms of increased effectiveness and improved business performance? I can provide you with well-researchedevidence that good coaching yields a return of six to ten times the initial investment.’
‘I’m sure you can. But I don’t need good coaching – I need the best, which according to Adam is you. And you more or less told me on Friday that you wouldn’t coach me.’
‘What if I told you that I’d had a change of heart too?’
More silence.
‘Of course,’ I continued, ‘we’ll need to agreesome ground rules about what is and isn’t appropriate, in relation to behaviour or subjects for discussion. And I may invite a third person to our sessions.’ I tried not to make it sound like a threat.
‘A translator? Or a referee?’ Oh,nowthe black velvet was back, swathes of it.
‘The latter – someone to remind you of the rules,’ I said coldly. ‘I’ll email you this morning with acontract and confidentiality agreement to sign and return, as well as our initial invoice – to be paid within the stated terms, please. There’ll also be some questionnaires to complete and send back before our first session. Talking of which, have you got your diary to hand? We’ll need a couple of days so that I can observe you in your working environment. They should include a formal meeting withyour management team and a visit to an external stakeholder, preferably a key customer.’
A series of muffled taps and curses from the other end of the phone; then, ‘The next management team meeting’s a week on Thursday at ten o’clock, and I can set up a customer visit for the Friday.’
I checked my diary. ‘That’s fine, I’ll come to your office for nine o’clock a week on Thursday.’
‘It’s a date. Do you need me to book a hotel?’
