Clarion - 3. Chapter 3

At 8:50 I entered the building and told the receptionist that I was Mr. Bradley and had a 9 o'clock appointment with Mr. MacRoy. She made a telephone call and soon a young man came down. He informed me he was Mr. MacRoy's secretary. I thought that was odd until the receptionist addressed him as Mr. MacRoy. I guess I looked a little startle. He smiled, “I’m also his son.”

I was shown into Mr. Angus MacRoy's office. "Thank you Thomas. Could you have Anna bring in two coffees?"

I sat in front of Mr. MacRoy's desk and opened my brief case and removed our contract. I began by explaining our company and how we help various industries maximize their profits by providing management and marketing assistance. "We analyze a company's performance against a score board of similar companies worldwide. We have clients in Europe, Asia and the Americas. Our data base is quite extensive so we’re able to plot a company's performance quite accurately."

As I finished that part of the presentation, Anna brought in our coffee with a small plate of muffins. "Anna, could you ask Thomas and Andrew to step in. I’d like them to be a part of this discussion."

Mr. MacRoy explained that his son was learning the business and Andrew was his chief financial officer. When Thomas entered he suggested we move to the conference room where we’d not feel so cramped in the office. "Leave your coffee and Anna can bring us a fresh cup in the conference room."

When we went into the conference room, Mr. MacRoy introduced Andrew Gordon indicating he was the firm’s chief financial officer. I gave a quick recap of whom I represented and then began to talk about their firm and what we could do for them. I mention that our analysis of their firm showed that they should be making profits over 11% and currently they are only making approximately 6 %. I noticed a look between Mr. MacRoy and Andrew Gordon. From that moment, I think I had everyone's attention.

They knew that they weren't matching the competition but didn't know how to change. I showed them the contract for our services. They liked the idea of the progression of fees based on their profits. The contract was only for three years. I explained that normally our contracts are for five years with a negotiated renewal clause.

Mr. MacRoy asked why this contract is only for three years if normally the contracts are for 5 years. I explained as a new client, we need to prove to you what we can do. After the three years, we’ll offer you a five year contract with our normal 10 percent. "I should mention while the contract is in effect, we’ll be monitoring your operations. Of course, your information will be kept private."

"We‘d like a few minutes to discuss this if that’s alright?"

"Certainly and I’m willing to discuss any point that you may not understand."

The three of them left the room. I could tell by their body actions they’d sign the contract. While I was waiting, Anna came in with another cup of coffee. I asked her to book a restaurant for the 4 of us for lunch.

About 11:30 the team came back with smiles, I knew they’d sign. I informed them I had booked a restaurant for lunch and would like them to be my guest. Since they agreed, we then proceeded to sign the contract, requesting a copy for me. At lunch, I gave Mr. MacRoy our assessment and recommendations to improve his profits. I told him we‘d review his financial performance every 3 months, making recommendations as appropriate. If problems appear to persist, we will send knowledgeable people to assist you in the troubled area. "I want to make sure you understand, we’ll work with you to increase your profits."

We departed after lunch as business friends. "I look forward to a successful business venture with you and your company, Mr. MacRoy.”

I returned to the hotel to have the signed contract airmailed to Dave. I sat in the lobby and reviewed the material for this afternoon’s presentation. The formats of the contracts were pretty much the same. Our fees were based on the starting profit base of the company and pretty much followed the guide lines presented to Mr. MacRoy, except if the firm was already at 10%, then our base fee is 5% increasing to 10% for a profit of 18 percent

I took a taxi to the offices of the prospect client as to arrive at 2 PM. The presentation pretty much followed the morning presentation. I arranged to have dinner with the client and key personnel upon signing of the contract.

Returning to the hotel, I had received a message from Charles. He had found a contractor and wanted to discuss it with me. I placed a call to his home, as it was late when I called, Nora answered. I asked how the stay at Cook Forest was. After chatting for a little, I spoke to Charles.

"I interviewed several contractors but the man I liked was a Mennonite by the name of Noah Haas. He has a good reputation and I think he’ll do an excellent job. I checked out some of his jobs and everyone gave him an excellent recommendation."

"Ok, I’m willing to go along with your recommendation. I’ll set up a construction account at the bank and give you the authority to draw from it. Just keep me up to date with the expenses so I can monitor the bank account and add money as needed."

"That’ll be great. How is your trip going? I assume you are making a lot of money for your company."

Chuckling, "We’re doing ok so far. By the way, I have started to lay out the design of the kitchen. I can't wait to see the house finished. Thanks for the update, keep me posted"