A Perfect Strategy

by Anna Sugden

  “I’m not a huge fan of change for change’s sake.”

  Sapphie refused to let her smile falter. “Neither am I. Equally, things can’t continue as they are.”

  “I thought you didn’t have a predetermined view. You’ve barely set foot in the building and you’ve already determined the front office has to change.”

  His attack surprised her. She was used to people being resentful and suspicious when she was called into a recently acquired business, so she didn’t take it personally. She understood that they felt threatened.

  Still, despite his mild tone, Scotty’s jab felt pointed and distinctly personal. Would this be a feature in all their dealings from now on?

  Sapphie wanted to tackle him on it but decided to hold back. Although everyone was involved in their own conversations, this wasn’t the time or place for a private discussion that could quickly degenerate.

  Matching her tone to his, she said, “To clarify, I’m not the one who determined that changes were needed. That came from Marty’s people who evaluated the organization before he bought it. As it happens, I believe they’re right. I thought you did, too. There is room for improvement and that’s a good thing.”

  “As long as you don’t throw out the baby with the bathwater.”

  “That’s why I’m here. To make sure that doesn’t happen.” She gritted her teeth at his look of skepticism. “You’ll have to give me the benefit of the doubt.”

  He gave a reluctant nod, which only irritated her more.

  She tried another tack. “Antonelli Holdings will do more for the long-term health and prosperity of the franchise than the Scartellis. Marty certainly won’t follow a personal agenda when it comes to investment.”

  “I guess time will tell.” He paused, then seemed to think better of what he’d been about to say. “To be fair to the Scartelli brothers, hockey was their passion. They may not have been good with the money, but their ownership enabled us to win two Cups.”

  “Hopefully, you’ll see that with Marty you get the best of both worlds.”

  “He seems like a decent guy and has a tough-but-fair reputation.”

  So it wasn’t Marty he had the problem with. “I don’t know what you’ve heard about my reputation, but I can promise you I’ve had many satisfied clients.”

  “I’m sure.” His bland tone annoyed her.

  “What’s that supposed to mean.”

  “I have no doubt you talk a good talk. But in my experience, a pretty plan with lots of tweaks and twizzles keeps management happy but doesn’t deliver anything of real value.”

  That stung. “My success is not based on the number of changes I recommend.” She was about to add that her bonuses were based on results, but it was none of his damn business. “I don’t believe in rearranging the deck chairs on the Titanic, nor do I believe in sticking a bow on a sow’s head and calling her a supermodel.”

  “Even so, you’re paid to give opinions and you won’t be sticking around long enough to be judged on the outcomes.”

  “That was a cheap shot,” she snapped.

  “Just calling it as I see it.”

  “Really?” She lowered her voice. “And is that a dig at all consultants or just ones you’ve slept with.”

  “Now who’s making cheap shots?”

  She tossed his words back at him. “Just calling it as I see it.”

  Their server appeared to clear their plates, preventing the conversation from deteriorating further. If that was possible.

  Disappointed by his sniping, Sapphie excused herself and headed for the ladies’ room. She ran cold water over her wrists, hoping it would cool the anger and hurt. She patted her damp hands against her flushed cheeks and tried to regain her poise.

  What was his problem? Did rejecting a relationship with him deserve a personal attack?

  He gave her no credit for being honest. She could have strung him along. Used him to satisfy her needs, then dumped him when she’d seen that he was getting serious. But no. She’d treated him fairly and was now paying the price.

  Fine. Two could play that game. She’d treat him like any other client. Politely, professionally and with minimal, strictly essential contact. She nodded her head firmly at her reflection, then freshened her lipstick and strode out of the bathroom.

  She almost stumbled when she saw Scotty leaning against the wall, arms crossed. Her stomach sank at his intense expression. She did not need round two.

  “Can we talk?” he asked quietly.

  “I think you’ve said plenty.” She kept her tone even. “I’ve certainly said all I plan to. Besides, I’m looking forward to the raspberry crème brûlée—apparently, it’s to die for.”

  She spun on her heel, but before she could escape, he touched her arm. “Please. Just a couple of minutes. I’ll even give you my dessert.”

  Sapphie would not be charmed. Still, there was no harm in listening to what he had to say. “You have two minutes.”

  “I know you won’t believe it, but I’m normally a nice guy. Being around you turns me into a jackass.” He sighed. “That didn’t come out right either. It was meant to be an apology.” He scrubbed his hand over his jaw. “Can we pretend that I didn’t say any of that and start again?”

  So much for not being charmed. “Sure.”

  “I’m sorry. I know you’re not the villain. I don’t like change or surprises. The past twelve months have been full of one after another. None of them nice.” He dropped his head back and swore. “Apart from our weekend. Which was an unexpected pleasure. Of course.”

  “Of course.” She understood some of his frustration—his divorce, coming so soon after his retirement, couldn’t have been easy. “It’s been a lot to take in. You signed up for a job and almost immediately the parameters changed. But this doesn’t have to be bad. Think of it as an opportunity to make a good thing even better.”

  “Yeah.” He made a face. “Problems. Opportunities. Those rah-rah team-building talks never did much for me as a player. I doubt they’ll help now.”

  She held up her hands. “Okay, but this is how it’s going to be. You can either work with us to influence those changes, or you can throw your toys out of the playpen and whine about it not being fair.”

  Those serious blue eyes speared her like a laser beam. Even though it did funny things to her knees, she held her ground.

  Scotty laughed. “When you put it like that... I’ve never been a whiner and I don’t intend to start now.”

  “Excellent.” She patted him on the shoulder. “That wasn’t so hard, was it?”

  “I suspect the tough stuff starts Monday.”

  “As long as your arguments are reasoned, they’ll be listened to. Like I said earlier, my role is to—”

  “Facilitate and challenge. You’ll forgive my cynicism, but after the Scartelli brothers bought the Cats, they promised their changes would be for the better. Their initiatives were disastrous to the feel of the franchise.” He met her gaze squarely. “I won’t let us become the laughingstock of the league again.”

  “You may not like everything Marty decides to do, but I promise he won’t harm his favorite hockey team. No ugly third jerseys or dumb pink-kitty promotions.” She gave an exaggerated shudder.

  “Okay. I’ll give Mr. Antonelli and...his team the benefit of the doubt. For now.”

  Sapphie knew he’d been about to say you. She was on trial, too. Despite Scotty’s apology, he hadn’t changed his mind about her. This trial was as personal as it was professional. But if he thought she was afraid of a little challenge, he was seriously mistaken.

  Bring it on.

  CHAPTER FIVE

  SCOTT WAS READY to roll up his sleeves and get started.

  After the weekend he’d spent with Callum and the Cats’ management t
eam, brainstorming solutions to the issues facing the organization, Scott was pumped. He hadn’t been this motivated to go into work since he’d hung up his skates.

  He’d discovered that some of the reasons why he’d been a good captain translated well to running the franchise. His knack for strategic thinking and tactical planning. His ability to see the whole picture, not just the individual details. More important, Scott had begun to understand how he could still contribute to the team.

  Sure, it was torture not to be able to hit the ice with the guys. He wished he could play one more game. One more period. Hell, one more shift. But with this job, he could make a difference in a different way. What’s more, he’d enjoyed himself. It had felt good. Right.

  Shades on, hard rock blaring, Scott drove into the Cats’ parking lot and found an empty space in the shade. Yeah, he was definitely ready to rumble.

  As he strode through the glass doors etched with the snow-leopard’s-head logo, he admitted he was apprehensive about working with Sapphie, who he hadn’t seen since the press conference on Friday. Even then, they hadn’t had the chance to speak. He wasn’t sure how the next few weeks would pan out, but he suspected they’d clash more often than they’d agree. He didn’t have a problem with arguing with her as long as he didn’t say something stupid. He’d done enough of that already.

  “All you can do is play it by ear,” he muttered to himself as he jabbed the elevator call button. “And think twice before you open your mouth.”

  Though office hours didn’t start for another hour, the building was humming with activity when Scott arrived on the top floor. Boxes and electronic equipment were being wheeled into the boardroom, which Antonelli’s team had taken over temporarily as their base of operations. Through the smoke-gray glass, men and women were clustered in small groups, chatting with each other or talking on cells.

  Scott mentally smacked himself for scanning the room to see if Sapphie was there. She wasn’t.

  He snapped his head forward and headed to his office. He’d barely had a moment to appreciate the spectacular view of the Manhattan skyscrapers, glittering in the morning heat over the top of the Cats’ arena next door, when Doreen bustled in holding a sheaf of papers. Until he hired his own assistant, she was covering for him, too.

  “Callum asked me to set up meetings for you with Marketing, Community Outreach, Sales and Corporate Sponsorship as soon as possible. The times are on your digital planner, too.” She handed him a blue folder. “An electronic copy of the charts from the weekend is in your inbox, but I’ve printed them, too, in case you prefer paper, like he does.” She tapped a yellow sticky note on the folder. “That’s your log-in information. Keep it safe.”

  “I appreciate you setting everything up. Looks like it’ll be a very busy day.” He smiled. “Good job I like to hit the ground running.”

  She nodded approvingly. “Do what you always did when you were captain—put the needs of the badge on the front of the jersey ahead of the needs of the name on the back—and you’ll be fine.”

  Doreen had been with the organization since it had relocated from Colorado in the early ’80s. Despite the changes in ownership and management, she’d been a steady presence in the front office and her support was a major coup. “I’ll do my best. Can I get you a coffee?”

  “The way to my heart is a white coffee, no sugar. Chocolate also works.” She patted his cheek before returning to her workstation.

  It didn’t take long for Scott to settle in and familiarize himself with the setup of his computer. Thankfully, the majority of the programs were standard and ones he was familiar using. By the time he’d figured out how to access the relevant data for his meetings, not to mention his calendar and email, it was time to head to Marketing. Lyle’s office was two floors down and along the same wall as Scott’s, so it was easy to find.

  Scott almost faltered when he saw a familiar blonde seated at the round meeting table.

  What was Sapphie doing there?

  He gripped his tablet tighter as he paused at the threshold. “I’m not interrupting, am I? I’m a little early.”

  “Not at all. Come on in.” Lyle shook his hand and indicated the empty seat beside Sapphie. “You two know each other.”

  “Sure. Hi.” Damn, why did his voice suddenly have to drop an octave?

  Sapphie looked lovely. Today’s sleeveless dress was white with large brightly colored flowers and her spiked-heel shoes matched. For some reason, her outfit reminded Scott of the garden at Larocque’s wedding celebration.

  Her smile was friendly. “I hope you don’t mind me crashing your meeting, but I thought we could kill two birds with one stone.”

  “I’m keen to have both your inputs on how we should overhaul the marketing program,” Lyle said. “Our creativity was straitjacketed by the limited budgets and the previous owners’ rules about the types of promotions we could run. My team is excited to have a new approach.”

  “No problem.” He sat next to her, trying to look as though it didn’t bother him in the least to spend the next hour with her. That the fresh, citrusy scent of her perfume didn’t make him want to nibble on her bare shoulder. That he didn’t want to run his fingers down those gorgeous legs and ease those shoes off her feet. Focus! “Seems silly to go through all this twice.”

  “Great.” Lyle bounced on the balls of his feet. “I’ll take you through the strategy behind the last couple of years’ plans, how the execution turned out and also what impact the various activities had.”

  He flicked a switch and blinds lowered to dim the office. He then turned on the projector attached to his laptop and beamed the opening slide of his presentation onto the wall.

  Sapphie sat forward, rested her elbows on the arms of her chair and laced her fingers. Scott went the opposite way, leaning back in his seat and stretching his legs in front of him. He noticed that she crossed her ankles and slipped her feet under her chair. A deliberate move to avoid touching him?

  He didn’t have time to ponder that, as Lyle began to speak.

  “Feel free to jump in with questions.”

  As the team had discussed the marketing issues over the weekend, Scott was familiar with the information in the first few slides, so he was able to observe Sapphie in action for the first time.

  He had to admit she surprised him. Whenever he’d had dealings with consultants before, they’d loved to hear themselves talk. Even when they’d asked for his opinion, they’d only half listened to his answer, and if they didn’t like his responses, they were quick to rephrase his words to what they really wanted to hear.

  Sapphie was different. She listened carefully, rarely interrupting. Her questions were mainly for clarification. When she spoke, she got straight to the point. She didn’t offer an opinion, even when Lyle asked her directly.

  “I don’t want to get ahead of myself,” she said. “Today is purely information gathering. Once I have everything I need, I’ll evaluate it all so I can include the best ideas when we take our recommendations to Marty.”

  Though that reassured Lyle, Scott found it a little unnerving. Like a doctor’s noncommittal hmm when he examined you.

  As Lyle presented his proposals for how the marketing plans would need to change in the coming year, Scott’s attention sharpened. The suggestions were solid and would certainly move things forward compared with previous years, but Scott was concerned that he couldn’t see a real step change that would make fans spend more money.

  He wondered what Sapphie thought. It was hard to tell; her expression was inscrutable.

  When the meeting ended, Scott’s mind was buzzing with ideas for how the program could be improved. The in-depth discussion had helped clarify further some of the points they’d discussed over the weekend, and he was keen to run his thoughts past Callum.

  “That was great, Lyle—thanks.” Scott to
ok a leaf out of Sapphie’s playbook and didn’t say anything about the problem areas he’d identified. He didn’t want to put Lyle on the spot with her around.

  It might be silly to want to present a united front against the owner’s people, but that was how he’d always managed himself and what he’d expected from his guys. Whatever the problems in the locker room, they weren’t aired to anyone outside. Besides, he was conscious that Sapphie had a different agenda from him, no matter how conciliatory she appeared to be.

  “Where are you headed next?” Sapphie asked as they walked to the elevator.

  “Sales, followed by Community Outreach and then lunch with Corporate Sponsorship. What about you?”

  “I was supposed to sit in on a meeting Marty has with the mayor.” She rolled her eyes. “The man’s got a list of demands as long as your arm. I’m sure he thought he could divide and conquer by collaring Marty separately. I suggested Callum should be there, too. The sooner the mayor realizes he can’t play one off against the other, the sooner we’ll get a sensible solution.”

  Her comments were unexpected and pleasing. Maybe his concerns were unfair. After all, both sides wanted the same thing: a strong Ice Cats franchise. The fact that Sapphie’s side was more focused on profitability shouldn’t mean they would be at loggerheads.

  The thought cheered him. He held the elevator door open for her. “So, which floor?”

  “Do you mind if I tag along with you?” Sapphie asked. “I’d really like to get an insider’s view on those departments and it would save a lot of time if we joined forces. But I don’t want to step on your toes.”

  He was torn. Pleased to spend more time with Sapphie but worried that the longer they were together, the higher the chance was of his saying or doing something that would put them at odds again.

  “Sure,” he said, trying to sound casual. “I’m all for expediency.”

  “Thanks. Maybe we could meet afterward to pool our thoughts and impressions.” She leaned past him and pressed the button for the ground floor.