Chapter 2 William #2
“Your record is excellent. Everyone knows that.” Mr. Braithway said, scratching his chin.
“I’ve kept you on our biggest urban accounts, and you’ve closed some pretty big deals.
Everyone wants to keep that level of success going in those markets.
No one is doubting you there. Because of your project leadership, our company has shaped the skyline in major cities.
You have inspired imagination and hope in places others have abandoned.
Our company would do well with a leader like you. I’m proud of you.”
I felt a heaviness in my chest. Like the breath had been knocked out of me.
I don’t think anyone had ever told me that they were proud of me before besides my mom.
Sure, in the requisite places, I had been congratulated, but this was different.
I took a deep breath and swallowed hard, trying to stay composed.
Mr. Braithway picked up a pair of pliers he’d been using to bend fly fishing hooks.
“But to effectively lead this company, you have to be able to lead all the divisions. We work in other markets, not just urban development. Our investors will want to know the new CEO can handle the political landscape of rural development, and we have a substantial portfolio in rural areas. Those deals may not look as big on paper, but they matter to a lot of the regional relationships we have. And Rural deals cook a little differently.”
Mr. Braithway pointed his pliers at me. “There have been some questions about whether you can manage rural deals. It takes a lot of tact and patience to make these projects happen.”
“I assure you, sir,” I said quickly. “I will do whatever it takes to gain your confidence.”
“Always willing to go the extra mile. Proactive. That’s what I like about you. Not a turd.” Mr. Braithway smiled as he punctuated that last part.
I blinked. “Thank you, sir. I try.”
“So then.” Mr. Braithway sat up and leaned forward onto his desk. “What the fuck happened in Creekstone?”
I should have seen this coming. I inhaled sharply and steadied myself. I knew the best thing would be to level with Mr. Braithway, but he had just given me about a half a dozen reasons why I needed to prove to him I could handle this project on my own.
“I am just getting started in Creekstone, sir. I’ve met with the mayor, city council, and several landowners, and I think we have a lot of momentum.”
“Then why didn’t you get any landowners to agree to sell while you were up there this week?” Mr. Braithway asked, sitting back in his chair.
“I think there’s an opportunity for me to earn trust in the community,” I said. I tried to sound confident. “Like you said, these deals manifest a little differently.”
Mr. Braithway snorted a laugh. “Sounds like you learned the first lesson.”
“The first lesson?” I asked.
“Lesson one in rural development. Never underestimate the locals.”
“Sir, I promise I didn’t underestimate them,” I said quickly.
“Well in that case, it looks like you got got.” Mr. Braithway looked at me with his head tilted to one side, like he was sizing me up.
“Sir, I promise you that we will have a favorable outcome in this deal. I just need some time to work with the community.” I tried not to let the panic show in my voice.
I had been trained to pivot the focus. “We didn’t get a no from any of the potential sellers.
In fact, I think we got high engagement and interest from everyone involved. ”
“High engagement? We already have the mayor in our pocket,” Mr. Braithway said with an exasperated sigh. He leaned back and looked at the ceiling as if collecting himself.
“Sir, I assure you. The development is still viable. I am going to make it happen.”
“Look, this is a real sink or swim situation here, William,” Mr. Braithway said.
“Let me level with you. Ever since you were an intern, I saw the potential in you—even when other people told me not to take the risk on you. And now I want you to be the person who runs this company. I plan to retire next year, and I’ve started telling people that you are my top choice, but you have to show me and the rest of this company that you can win any kind of deal.
You have to show the people you will lead that you understand their projects and work.
They’re the ones who need to believe in you.
Think of Creekstone as the way you not only land this job, but also earn this company's respect.”
“One year?” I asked. “I should be able to close the deal and break ground in a year.”
“Oh, I know. And do you want to know how I know you’re going to get this done?” He pressed his fingers together, making a pyramid.
“How, sir?”
“Because this is the only project you are going to work on until you close the deal,” Mr. Braithway said.
“Sir,” I started to object. But he held up his hand to silence me.
“You think you can do your job in New York and close this deal?” Mr. Braithway leaned back in his chair and pushed his lips together. “Tell me. What was the problem? Why didn’t you get any of the land owners to start negotiations?”
“I think there is some concern about an outsider coming into the community and telling them what to do, but I could always host some focus groups and…”
Mr Braithway held up his hand again and I stopped talking. “Let me stop you right there. Focus groups and surveys and town hall meetings are all for show. If you want these people to trust you, you will need to spend time in this community. That’s all there is to it.”
“Yes, sir,” I said. “Can I ask a question, sir?”
“I would hope so.”
I hesitated. “What makes Creekstone a priority?”
“Priority,” Mr. Braithway repeated as he leaned back in his chair and pressed the tips of his fingers together. He sighed and finally said, “Economic development.”
I nodded, “Absolutely, sir. All boats rise when the tide rises.” I repeated a commonly heard phrase in our industry.
“Yes, except that we want more than floating boats. I know you know this, but our business is more than just buying land and building on it.” Mr. Braithway put his hands in his lap, “I’m on the board of the regional hospital; they’re expanding.
You want to know what one of their biggest issues is?
Doctors and nurses don’t want to live in the boonies. No matter how much you pay them.”
Mr. Braithway continued. “I’m on the Board of Trustees for two colleges in the region; they want to expand. You know what one of their biggest issues is? College graduates don’t have anywhere to work in the region.”
I nodded, taking in his answer. He said, “I never want our teams to lose focus on the work they do, but the short answer is our work leads to economic development, then to community improvements, then to community resilience. And the world needs more of that. Especially rural communities like Creekstone.” He slouched back in his chair.
“So Creekstone isn’t necessarily a priority or some magical diamond in the rough.
It’s like every other town in rural America, and if you can make it work in Creekstone.
..well then, William, I think you can make it work anywhere. ”
My head was reeling when I left Mr. Braithway’s office.
On the one hand, my hard work was being rewarded.
I was being considered to take the top job at our development firm.
This was my dream job. But on the other hand, I was being sent on a quest to prove myself.
And this quest wasn’t exactly an exciting high-profile project.
It was a small scale, local deal. And as far as local developments go, it wasn’t even a very interesting development.
I kept all these opinions and motivations to myself, though. The last thing I needed was for my coworkers, who were also my fiercest competitors, finding out that I needed to land a deal to become everyone’s boss. They’d sabotage me for sure.
But regardless of my reservations or personal opinions, the ball had been set in motion.
Mr. Braithway sent out one of his classically short emails letting the division know I had a special assignment and naming an acting director for my division in my absence.
As soon as the email went out, my phone began blowing up with texts and calls asking to chat. I knew that everyone wanted the tea.
I decided to head back to Creekstone immediately. The sooner I could get this deal worked out and settled, the sooner Mr. Braithway would announce my promotion.
When I called the mayor, Nick Martin, and let him know I’d like to spend more time in Creekstone, he was ecstatic.
Things had been left uncertain because the landowners were hesitant, and Nick worried that the project was dead.
I reassured him that we were still moving forward and just needed to be patient.
Nick told me he would help me find a place to stay for a few weeks so I wouldn’t have to commute for meetings.
I was determined to get up to Creekstone, close this deal, and get back to New York before the work vultures descended.
When I pulled into the parking lot at Nick’s office, he was waiting near the front steps.
He waved at me, with an enthusiasm that bordered on frantic.
I sighed. In that moment, I realized how much I needed this skinny, twenty-something kid’s help to close this deal.
Nick seemed like a nice kid, but he was a recent college graduate who had upset an old-timer, incumbent mayor by running on a “change is needed platform.” I had seen this play out dozens of times in my line of work.
Small communities love the idea of having more but they don’t want to give up small town life to allow it to happen, classic “not in my backyard” attitudes.