by Emery, Lynn
“Don’t forget your state government contacts.”
“Still…” Lanessa shook her head slowly.
She was anxious. Who was she kidding? Dealing with Paxton-Waite scared her silly. The opportunity to score a big contract should have delighted her. One part of her was proud that her work was getting such good word of mouth. Referrals were the lifeblood of any consulting business. Yet Lanessa was not sure she could handle it. Things seemed to be moving so fast. Self-doubt gnawed at her. Seeing the scope and net worth of Paxton-Waite did nothing but add to her nervousness. Why indeed did Caine Dawson not rely on his own research and development team?
“Something seems slightly off center about it.”
“Ahem, you’ll get to ask him soon. Your ten thirty appointment at their new Baton Rouge office, remember?”
With a gasp, Lanessa jumped up.” Thank heavens for young brain cells.”
“Here’s the last set of figures.” Robyn took a page from the laser printer and put it in Lanessa’s brief case.
“Where’s the promo folder? Did I put my typed proposal in my portfolio? My keys are missing!”
Robyn responded with calm assurance.” You organized everything yesterday.” She handed her the leather brief case.” It’s all there. I double checked.”
Lanessa moaned in anguish. “I’ve lost my car keys. “You’ll have to drive me.”
“No I won’t.” Robyn reached out and picked up the keys from under a pile of brochures.” Here you go.”
“Did I mention you’re wonderful?”Lanessa took a deep breath to steady herself.” Say a prayer.” She gave Robyn the thumbs up sign on her way out.
By the time she got to the offices twenty minutes later, Lanessa was reasonably calm. She’d had time to review all the facts and rehearse her opening presentation. A glance at the glossy folder made her feel even better. “Info, Inc.” was imprinted in bright blue with a logo created by a graphic arts designer. The folder contained a brochure and other facts about Info, Inc. Soon she was at the twenty story downtown building. It was steel and glass with windows that mirrored the deep blue May sky above. When meeting clients at their offices, Lanessa liked to arrive at least twenty minutes early scout out the place. She would talk to employees, everyone from the security guards to administrative assistants. This time she was lucky to find a very chatty receptionist on the first floor. By the time she stepped off the elevator on the nineteenth floor, she was armed with insight into the company’s corporate culture. Such information would help her establish rapport. A stern looking forty-something woman glanced up from her desk. Nancy B. Childers was on a nameplate next to a large multi-line phone. She glanced down at Lanessa’s just above the knee length skirt then up again. Her thin mouth seemed to pucker with disapproval.
“May I help you?” Ms. Childers said in a frosty tone.
“I’m here to see Mr. Dawson,” Lanessa said. She resisted the urge to tug at her hem.
“Do you have an appointment?”Ms. Childers let her expression convey she doubted the possibility.
“Yes, Lanessa Thomas of Info, Inc.” Lanessa swallowed hard. This is a mistake, run for it!
Ms. Childers let a few seconds pass.” I see. Just one moment.” She consulted a calendar on the computer screen.
“Ten thirty. I’m a bit early.”
Lanessa hovered between annoyance and apprehension. Don’t be a quivering wimp. These folks can take it or leave it. She was prepared and qualified. Ms. Childers could go jump. Lanessa felt better. The old confidence was back.
A tall, handsome man with black hair and blue eyes came through a set of carved double doors. He held out his hand to Lanessa.” Good morning, you must be Ms. Thomas. I’m Kenneth Hargrove. Executive Vice President of the Research & Development division.”
“Good morning.” Lanessa shook his hand.
“I was just calling Mr. Dawson, Mr. Hargrove,” Ms. Childers said. Her tone implied he’d stepped out of bounds with regard to office procedure.
“I’ll take Ms. Thomas in, Nancy.” Hargrove was obviously a man used to being in charge. His dark eyebrows went up just a bit though he kept smiling.
Ms. Childers blinked and put the telephone receiver down.” Yes, sir,” she said in a less authoritative voice.
Lanessa threw her a cool smile before walking beside him down the hall. She suppressed a giggle at the sour tight-lipped expression Ms. Childers wore. A second later Lanessa forgot the woman as she admired the understated elegance of the office. Down the hallway along the wall were fine prints, some depicting branches of Paxton-Waite. They emerged into another wide waiting area with a panoramic view of the Mississippi River. Hargrove only nodded to a much younger woman seated at a massive mahogany desk. He opened a set of carved mahogany doors then stepped aside for her to enter.
“Ms. Thomas, Caine Dawson.” Hargrove shut the door behind them.
A tall man with dark brown hair touched with gray at both temples strode forward. He wore a custom suit with ease. He held out his hand. Good morning, Ms. Thomas. Come in, come in.”
Lanessa was startled at the cool, slick feel of his skin. She shook his hand but let go of it quickly.” Hello, Mr. Dawson.” Putting all the charm she had into her voice, she hoped he had not noticed.
“Have seat.” Dawson led her to an octagonal table set off in a corner of the huge office.” Ken, did you…” He tilted his head slightly.
“Jennifer will bring coffee shortly,” Ken answered.
“Very good. Louisiana dark roast is the grease that gets the wheels of business going, I understand.” Dawson smiled at her.
“For sure,” Lanessa replied. She shivered when he turned those greenish-brown to gaze at her steadily. Better stop watching the sci-fi channel until the wee hours, you’re getting jumpy.
For fifteen minutes the two men proved themselves charming at small talk. Still Lanessa recognized precisely what was happening. They skillfully extracted information about her background. She just as skillfully demonstrated that she’d done her homework. They did not stop when Jennifer came in and gracefully served coffee, pouring the dark liquid from a silver pot into white porcelain cups. Lanessa discussed stock market performance and the vicissitudes of foreign economies with confidence. Then she smoothly talked of state and local politics, relating it to the national scene. The view from this height was stunning. Now I could get used to this.
“Ms. Thomas, we’ve heard good things about you from several associates.” Dawson took a final sip from his cup then set it down on the table.
“I’m glad to hear it. I worked very hard to meet their needs.” Lanessa decided to let him lead.
“You may be wondering why we contacted you when we have so many employees.” Dawson tilted his head to her.
This is another test.” Frankly yes.” Lanessa returned his gaze with a nod.” Everything I know about Paxton-Waite leads me to believe you don’t need me. Not that I discourage business.”
“Just as frankly, we’re new to this state. Relatively speaking that is. Nine months.” Dawson paused.
”More than that, we want to establish a broad base of business contacts.” Ken Hargrove sat with his long legs crossed.
“Yes, we’re looking to the future. We have an interest in business diversity. If you see what I mean,” Dawson added.
These men were no fools. Savvy businessmen were recognizing more and more the power of a large black middle-class. Not to mention how important those customers were to Paxton-Waite. African-Americans were at least twenty-percent of their customer base in snack foods and B. J. casual wear.
Lanessa gazed at them in turn and smiled graciously.” Of course,” she said with the velvet tones of a diplomat.
“But there’s another equally important reason.” Ken leaned both elbows on the polished wood tabletop.” You not only know how research topics, but you know this state. You have the contacts to quickly get in-depth information. And that’s what we need.”
“You see, we will
locate a processing plant in St. James parish. To make copper fittings for industrial use.”
“Where in St. James?”Lanessa’s antennae went up.
“Near a little place called Des Allemands,” Hargrove said.” You’re familiar with it?”
“The residents are fighting hard to keep another plant from opening.” Lanessa shook her head.” I hope you’ve got an alternate location.”
“We believe the residents will be receptive once we present our full plans.” Hargrove spoke with ease.
“With an employment rate of near ten percent, they need jobs,” Dawson said.
“Most of those folks are unskilled and under-educated.” Lanessa opened her portfolio and took out a set of folders.” The positions you have require a highly skilled workforce. Those are the kind of jobs they can’t step into once the plant is opened.”
“We’ll train them if we have to,” Dawson said.” But first we need solid information about the local school system and about the community.”
“Information we can’t get from dry census data,” Hargrove added.” But we need someone with the ability to search beyond the surface. Using the Internet.”
“You have extensive contacts in state government.” Dawson beamed at her.” And in south Louisiana.”
Lanessa felt that chill again when he gazed at her.” I do have relatives in Paradise, a little town not far from Des Allemands.”
”So that makes the picture complete.” Dawson gave a crisp nod.” I think we can both benefit from this venture.”
This man gave her the feeling he knew things about her. Lanessa chided herself for being paranoid. Something she’d been warned was common in recovery.
“I made an outline describing a tiered approach to my research methods. But now that you’ve given me more details, I can add some specifics.”
For the next hour or so, Lanessa questioned them about their business operations. Part of her mind worked out the unexpected dilemma. In effect these men wanted her to give them legitimacy with a suspicious local population. She questioned Dawson and Hargrove closely about the processes to be used at the plant. Finally they got to her fees. Dawson did not bat an eye at the figures she gave.
“Fine. Ken, I’m satisfied.” Dawson nodded to his second in command.
“Then Ms. Thomas can get started.” Hargrove turned to Lanessa.” Your standard contract seems quite acceptable. We’ll work out specific provisions but I don’t foresee a problem.”
“I do have one condition that might change your mind.” Lanessa had made a decision. Hargrove’s brow furrowed a bit while Dawson looked merely curious.
“What might that be?” Dawson said.
”My research will be totally objective. I’ll follow all leads even if the facts are against locating a plant in Des Allemands. I won’t sell this plant for you.” Lanessa glanced at the two men.
Hargrove’s frown deepened.” Well…”
“Quite reasonable. You’re not a public relations person.” Dawson was all down home charm.” We pay exorbitant amounts for that all ready.” He gave a short laugh of good humor.
“Certainly we’d like you to give us leads on how to make conditions favorable.” Hargrove had seemed to measure each word.
“If I can, I will.” Lanessa held firm to her position, fat contract or not.
Dawson gazed past them both. The early summer sky filled the window, a bright blue wall near the carved custom oak desk. Hargrove sat still with a tight-lipped expression. Lanessa assumed a relaxed pose as she waited. When Dawson looked at her, his eyes held a glint of something she could not quite identify.
“I agree completely,” Dawson said.
Hargrove blinked at him.” Sir, there could be ways to mitigate any negative circumstances.”
Lanessa tuned in to the underlying message. No doubt these men had their own political connections here. She had worked in state government and the legislature long enough to know how the game was played.
“Careful. The local folks may be short on formal education, but they’ve learned a lot about politics and big business in the last year.” Lanessa said.
“With a project like this, we have a big stake. We can’t let a disgruntled minority prevent progress.” Hargrove spoke with bluntness.” But we would follow all applicable state and federal regulations.”
“I’m sure you would,” Lanessa said with a straight face. Hargrove did not miss her subtle implication from the stiff smile he wore.
“I’m from Georgia, Ms. Thomas.” Dawson broke in with good humor.” So I’m not entirely alien being a southerner. We plan to do things right.”
Lanessa noted he let the hint of a drawl come to his voice.” We don’t disagree then.”
“Not at all.” Dawson sat forward as though about to get up.” Get with Ken about your contract. I’m sure you’ll deliver an interesting report.”
Lanessa gave him a firm handshake.” I’ll do my best to meet your expectations.”
Down in the lobby she took what felt like her first breath since walking through the large glass doors. Unlike when she entered an hour ago, Lanessa had a spring in her step. She’d clinched a major client and held onto her principles. All in all today could be counted as a good one.
“And making each day a success is what counts,” she murmured to herself.
This was something she told herself those times when the road was rocky. Even if the success was tiny, staying hopeful was important. Right now she had no trouble with that part. She wondered how she would celebrate. A vivid memory of sharing a moment of triumph with Alex flicked on like an old videotape. Alex was smiling at her as they sat in Algiers Landing, a fine restaurant in New Orleans. The handsome face was alive with affection for her, a lovely view of the river at his back. No, this was no good. Lanessa imagined herself mashing the off button on a remote control. Better to focus on the here and now. What really shook her was the power of those memories. One brief glance of him at a distance and she was teetering on a cliff, close to falling in love again.
“Think of work, think of work.”
Lanessa repeated the phrase as she walked to her White Chrysler Concorde parked down the street. Yet she knew being alone tonight would lead her right into an emotional minefield. She got out her small cell phone and dialed Yasmin’s number.
“I’ve got good news. Wanna party?”Lanessa said in light voice.
Yasmin did not hesitate.” Tell me when and where.”
They made arrangements to meet at the Bamboo Gardens, their favorite Chinese restaurant. Later they would go to a live jazz performance at M’s Fine and Mellow Cafe. Yasmin said she would call Jackie and a couple of other of their friends. Mission accomplished. Lanessa intended to blow any beginning blues away.
***
Orin Blanchard came into Dawson’s office from a door set in the paneling. He was a spare man of fifty with graying hair. The deep worry lines etched in his all ready wrinkled face made him appear older.
“Well, what did she say?” Blanchard glanced at Dawson then Hargrove.
“I don’t like it,” Ken said.
“You’re being too cautious.” Dawson sat gazing calmly. He smiled.” She’ll give us what we need, credibility and a connection to influential blacks in this state.”
”I thought so, too. Not just her father. Her sister married into the Knight family.” Blanchard pursed his lips.” But…” He glanced at Hargrove.
As though on cue, Ken spoke up.” She’s a bit cocky, don’t you think?”He stood at the window staring down as though he could see Lanessa.
“That doesn’t worry me at all. In fact, it could be very much in our favor.” Dawson seemed to be very pleased with his thought.” If you handle it correctly.”
“What do you mean?”Hargrove turned from the window to stare at him.
“She’ll find information we intend for her to find. Ms. Thomas has only been in business a year or so. Underneath that confident air, she’s still feeling her way along.�
� Dawson examined his neat fingernails.” Working with you will help her feel more confident with us and her findings.”
“Maybe.” Hargrove crossed to the table and sat down.” Still she doesn’t impress me as particularly malleable.”
“Are you saying she might be too much for you?”Dawson’s thin lips twitched.
”Not at all.” Hargrove looked at the chair where Lanessa had sat.” I look forward to a challenge. Lanessa Thomas is an extremely attractive woman.” His chiseled face appeared to lengthen giving him a wolfish appearance.
Blanchard sat straight, the frown still on his face. “Listen, maybe we should just forget it. The girl is too risky. What if she finds out too much?”
“Orin, your idea to use her was brilliant. Don’t let bad nerves rule you.” Dawson gave him a hearty slap on the back meant to reassure.” We’ll go to La Madeline’s for lunch and you’ll feel much better.”
“I only suggested we should use the kind of research she does,” Blanchard blurted out. He seemed eager not to take credit for the idea.
“Don’t be modest,” Dawson said.” Your suggestion was inspired. Especially after we discovered more about her.”
“But Ken is saying she might be too pushy. All we need is for her to find out too much.” Blanchard looked anything but reassured.
Hargrove’s eyes narrowed. “Lanessa Thomas may be inexperienced, but she’s not dumb.”
“Anything she might stumble on would hardly be very damaging,” Dawson answered.” Caine is extremely careful and resourceful,” Hargrove put in. He and Dawson exchanged a glance.
Blanchard watched the two men. He clenched and unclenched his right hand, a nervous tick.” I’m sorry I got into this thing.”
“Come, come old friend.” Dawson put a hand on his shoulder.” There is minimal risk. We’ve been in some really tight spots and survived. This is nothing.”
“But—”
“You go on back to your office and we’ll have dinner later this week.” Dawson steered him to the door with finesse.” Stop worrying.”
Dawson walked with him to the elevators used by executive staff. He continued to speak soothingly to the jittery man. Hargrove raised both eyebrows at him when he came back in the office.