"Frank's not high on the Africa deal," Jake's boss said to him after he returned from an afternoon investment opportunity meeting.
"Because of the pipeline?" he asked, knowing it was the project's Achilles heel.
"Yes, exactly. Without the low-cost routing, the economics just aren't that great, and it looks like there are lots of headwinds to get it," the older man confirmed.
"So, we're dropping it then?" he asked.
"Not quite yet. We decided to send another team over to meet with the government and see if we can get it unstuck. I want you to be part of it," the supervisor explained.
Jake Becker was a thirty-year-old employee of a second-tier international oil and gas company. An engineer by training, he had paid his dues on a three-year assignment in the Middle East working incredible hours to complete a challenging drilling program. Because of his performance there, he got the chance to move into the development end of the business while he completed an executive MBA program. He had finished a few months ago and was now eager to get fully re-engaged in the business. The only obstacle he faced was his forthcoming wedding.
"Uhhh... remember, I'm getting married in May," he reminded his boss.
The executive chuckled, and then said, "I know... don't worry. I can't see this being more than a week or so. Whatever the outcome, we'll need to come back and regroup."
That night over dinner, Jake explained to his fiancΓ©, Helen, that he needed to make the trip.
"Jake, it's right in the middle of everything. Can't someone else, do it?" she asked.
"Honey, it's a big honor... a huge honor and I will be traveling with some really senior people," he responded.
"A bigger honor than your wedding?" she asked, deciding to give him a dig.
"Well... uhhh... I didn't say that," he answered.
A smile came to her face that swiftly turned into a giggle, and Jake realized she had played him.
"What are the dates? When are you going?" she asked.
"I'm not completely sure, but very soon," he told her.
"Honey, I understand, but please try not to miss the couple's showers," she pleaded.
Jake realized how lucky he was to be engaged to the young woman. He had spent years in a difficult environment with almost no female interaction, and it seemed the Gods rewarded him when he met Helen shortly after his return. However, at the time, she was in a relationship, so things moved slowly before she finally decided she wanted to be with him. It had been nineteen months since they first met and they were to be married in another two.
Helen was a very attractive 8th grade English teacher. A slender 5'7" tall, she had blonde hair that extended just past her shoulders, pert B-cup breasts, and long legs that merged into a tight behind. In Jake's view, one of her best attributes was her adventurous spirit as she was usually up for any outdoor activity. Indeed, most weekends found them enjoying a hike, a bike ride, or exploring some new spot.
Jake had not been directly involved with the project, so he spent most of his time before the trip immersing himself in the details. The oil discovery was inland and the development required a cross-country pipeline to allow export. By far, the biggest problem was the mountain range that separated the field from the coast. A northern route was achievable, but costly, and resulted in marginal project economics. However, a southern route, through a broad pass, significantly reduced the cost and greatly improved the returns. The problem was this path traversed the lands of a protected tribe that still lived a simple nomadic existence following long-established customs. From the start, it had proved problematic, with the government deeply concerned, and when the multi-lateral agencies caught wind of things, they had demanded that the project follow strict protocols. The most important step was to obtain the unequivocal support of the indigenous people, and the purpose of the upcoming trip was to determine if the company could convince the government to negotiate on their behalf.
Fortunately, the date for the visit didn't interfere with any wedding events which relieved Helen and turned her demeanor from reluctant acceptance to enthusiastic support. She spent time online researching the region then made him promise to take lots of pictures and load up on souvenirs.
Besides Jake, the other travelers included the SVP of exploration, the company's chief counsel, and his boss, which made the young employee feel quite important. If nothing else, he thought he would have an excellent opportunity to rub elbows with men that could have a big influence on his career.
When they arrived in-country, a local attorney hired to act as the company's representative met them at the airport. Oma, as he preferred to be called, had an average build, a bald head, and an awkward smile. Jake guessed he was in his mid-forties and noted his casual dress and easy-going manner. After resting for a day, the team met in a hotel conference room to discuss the situation, and Oma explained in detail that with the outside agencies watching closely, the government had little latitude. He explained candidly that payments might help to some extent, but the chief counsel quickly shut him down. Thus, it was with minimal expectation that they met with the President and several of his ministers the next day.
"Of course, we want the project. We have no issue with the pipeline or your company, but the path to the coast is difficult," he started.
"Sir, we understand your message, but please appreciate the additional cost involved with the alternate route and the impact on economics. Frankly, it's not very appealing unless we take the better route," the SVP explained.
From there, it went back and forth for hours with no real progress. While the government stood to gain a great deal from the production sharing, they offered no help with the tribal issue.
"You must understand the...position...the stranglehold these institutions have over my country," the President finally stated with disgust.
"What is your suggestion?" the SVP responded.
Jake felt it was a defeatist statement intended to just bring closure to the meeting. Clearly, the company had achieved nothing from the visit, and it appeared it was over.
"You must go to see the chiefs and you must talk to them. Convince them that it is a good project. If they nod their heads, it will go very quickly," he replied.