The evening was getting dreary. I peered out of the window for a short while. I could see the dusk set in. The evening rush of cars with headlights and tail lights moving out of the IT park through the narrow lanes made the impression of a computer game. I looked back again at the discussion that was going on in the board room. The real estate client meeting was supposed to end at 4 pm after the deal was closed, but it was 6.45 pm and the closure was nowhere in sight. I looked at my boss Hitesh Waswani, who was strenuously putting on an act of excitement, but the clients were simply not budging. I had lost interest in the discussion an hour ago when it became clear that the clients were only ready to pay one fourth of the negotiated amount. But Hitesh's verve in spite of the bad tiding was noteworthy. I could not hide my boredom any longer. Suddenly, Hitesh turned to me and spoke firmly above the din. Almost all the crosstalk in the room halted.
"Ravi, what is your opinion about finalising this deal for Rs27-lakh. Will we be able to pull it off with our subcontractors. Just take that into account and give me your opinion," Hitesh asked me pointedly. He had exasperation in his voice. I like such situations which can quickly unsettle the client who have been negotiating for three hours. I looked at the back of the envelope calculations that I had been doodling all this while.
"No, sir. We will not be able to do this deal for Rs27-lakh. Our costs for three months would be more than Rs43-lakh," I said with alacrity. For a few seconds there was complete silence. I tried hard to hide my expectations. I could see the four officials representing the client firm shift in their seats. Finally, their chief Arun Kamath spoke slowly and deliberately.
"Then I think we would settle for Rs50-lakh as our last and final offer. It is take it or leave it," Arun Kamath, chief technical officer of the real estate company said. It was our turn to stay quiet for a while to conceal any excitement. Hitesh pulled a long face almost as if he was going to refuse the offer. But I knew what was in store as we have been playing this tango for months now with so many of our clients. He also spoke slowly and deliberately.
"After having spent so much time in this negotiation I don't think we should let this offer just pass. So, I think we would also be happy to close this deal for Rs50-lakh," he said. Arun Kamath could not hide his excitement any longer. He sprung from his seat to shake hands with Hitesh even before I had consented to the deal. He was beaming. The rest of the lot in the board room looked at me to check if I had any conditions to add.
"Well, it will be Rs50-lakh plus 18 per cent GST," I said as if it was all over and got up to shake hands with Arun. He stiffened for a moment, then when I held his hand he relented with a smile.
"I like your attitude. If Hitesh ever sacks you from your job you can always come to me," he said with a guffaw. Hitesh was looking embarrassed but he also joined everyone in the unrestrained laughter. Suddenly all the stress had relieved from everyone's face. Our colleagues from the other side of the glass wall of the board room were looking at us with a lot of expectations. I just winked at one of them. In less than five seconds the board room was filled with the soft strumming of guitar which was also the usual piped music when a deal is struck in the office. It was all well choreographed.
A couple of bellboys shuffled into the room holding tall glasses of beer. The sight of beer in glasses with condensation completely changed the mood. Everyone spoke to the other shaking hands, rubbing shoulders and the talk centred around the long weekend. I excused myself to go to the washroom. I could see a couple of my team members also follow me to the washroom. When about six of my colleagues entered the washroom and the door closed behind them I pulled off my tie and spoke with unrestrained pomp and glory. I could hardly believe our luck.
"We have met our target for this month with just one client. And I think we will be able to double our income by the month-end," I said.
Everyone in the company knew that my team was the highest grosser for the last seven months and I was slated to be a senior partner by the end of the year - the youngest Senior Partner in the industry. Almost all my team members came and hugged me, and some just shook hands. They also knew that their salaries would go up 100 per cent this year after appraisal. That was my promise to them if we surpassed the target every month. We spoke for a long while even as more and more people joined us in the loo. There was excitement in the air. The clients were excited because they got the deal at half the price they had budgeted for, even as the deliverables that we promised were incomparable to what anyone in the industry would.
In about half hour our clients left and I and Hitesh went to see them out at the parking lot. That was rare, but this kind of a deal was also rare for a start-up like us. When I was back in my office I phoned a few of my friends to celebrate the evening. But most of them turned down the offer to drink in a pub or have a late dinner. I removed my jacket and placed it on the backrest of my chair. I sat on my chair disappointed that I had no one to celebrate with. Almost an hour passed. Even Hitesh left after getting a little tizzy with six glasses of beer and vacuous self-promotion.
The guard came in to tell me that everyone has left for home and I was the only one in the office. I told him I will be staying late so he cannot leave for home. He was cheerful and didn't show any disappointment for the late duty. I stood at my table to clear all the papers. After about 10 minutes the guard was back again. He asked me if he could watch the TV in the reception area. He had rolled down the shutters. I nonchalantly agreed. My mind was far away planning my next move in Hyderabad. I knew I would have to travel to Hyderabad twice this month.
Then suddenly there was a knock on the door. The guard was back again to check if I was planning to buy dinner.
"Sir, there is a new Punjabi dhaba which has been opened just across the street. You like street food so I wanted to ask you if you would order from there. He also makes good Kerala parantha," the guard said. I looked at him for a long while. Then it struck me that after such a long and successful day why should I just go home and sleep. Shouldn't I be celebrating?
"Did you have your dinner?" I asked the guard with slight discomfiture. I was hoping I was not getting too informal. This is the first time I exchanged words with him.
"No, sir. I have not brought my dabba from home and I would be having the same as you do."
"Oh, is it? Do you think the food is made clean because I have a sensitive tummy," I said not knowing if my Hindi was right when talking about human anatomy.
"Oh yes, sir. They make it clean. That Sardar has six children and they all eat what they make in that dhaba. I have had it so many times. It is also relishing."
"Ok, then order for both of us. I am celebrating today. We did a good deal with the customers who came here. They are also quite happy," I said.
"Yes sir, I know you are quite happy today. Everyone in the office was talking about you."
I didn't want to speak to the guard about the deal as I was over with it. Now we needed to deal with the delivery issues. So I thought of making this informal.