Page 51 of Unbind

‘Well? How bad is it?’

He blows out a long breath before answering. ‘You’ve got to tighten this up.’ He draws a big circle around the production schedule. ‘You’re getting shafted by your suppliersandyour stockists. It’s not cool. I can help you with that, if you’d like.’

‘Yeah,’ I admit. ‘It’s been even worse since we started stocking a few of the big retailers. Their terms are brutal.’

‘They really are. But everyone in this chain is benefiting except you. You’ll have more sway with your suppliers. You need to push them to accommodate you better. Call every single one of them and talk up a big game about how welleverything is going, how you’re getting picked up by the big retailers but that changes your working capital requirements and you’re looking for suppliers who can partner with you on this exciting transition.’

My face must show my scepticism, my distaste. I know he’s right, but I can’t help it. Unless the other party is Adam Wright, confrontation is my biggest horror. I’m awful at uncomfortable conversations and I’m equally useless at both hustling and haggling. I can’t negotiate for shit, and I’ve always taken pride in appearing to be a counterparty for all my suppliers and stockists that’s reliable and professional, who’s got everything under control.

But while going cap in hand to these partners might terrify me, I also know he’s right. Without the credit lines and deep pockets its larger competitors have, Gossamer simply can’t survive this cash flow model in which we’re bogged down. It’s financial quicksand.

‘I don’t know,’ I say lamely, despising myself for my lack of backbone.

He takes out his phone. ‘Pull up the invoice.’

‘What are you doing?’ I demand.

‘Renegotiating your terms. Let’s start with these guys who are breathing down your neck.’

I make a face I hope communicates my lack of comfort and pull the invoice up on my screen. It’s for just under nine grand which, in my world, is an enormous chunk of cash.

‘Okay,’ he says. ‘Who’s your contact there?’

‘Gui Mercier.’

‘Is he in Accounts?’

‘No, he’s my sales rep there.’

‘Let’s call Gui then.’ He pauses. ‘How long have you been buying from them?’

I consider. ‘Three years at least.’

‘Ever been late with a payment—ever had the goods sitting on their warehouse floor because you can’t afford to take delivery?’

‘Never.’ I shake my head.

‘Excellent. Watch this.’

30

NATALIE

He crosses one ankle over its opposite knee and sits back in his chair, grinning at me like he’ll enjoy this. I watch him with a mix of interest and preemptive second-hand embarrassment, because I’m already dreading what he’s going to say and already turned on by him metaphorically getting his dick out.

The spiel starts as soon as he’s connected with Gui.

‘Bonjour, Gui. This is Adam calling from Gossamer in London—I’m Natalie’s new Finance Director. How’s the weather in Lyon today?’

I raise my eyebrows at that gigantic detour from the truth, but he presses on.

‘Yeah, pretty miserable here, too. And thank you— I’m excited.’

A pause, during which he presses his mouth into a grim line.

‘She’s wonderful, I agree. So talented. And it’s a fantastic brand. Lots to get my teeth into. I’m calling around our most valued suppliers to introduce myself, but also to share an update from our end. Do you have five minutes?’

There’s a brief silence before he nods and continues.

---