Learning Curve by Michael S. Malone Read Free Book Online

snapping off the lead and angrily clicking out a new length. When Dan reached the table, Cosmo tossed the speech down onto the plate and tossed the pencil after it. “You forget to set the alarm or something?”
    â€œYeah, I guess I did.”
    Cosmo gestured with a flick of his hand at the place across from him. “I don’t have much time. Have Mary make you something to eat after I go. Better yet, have her make you something to take along. I assume you haven’t packed yet?”
    â€œNo, but it’ll just…”
    Cosmo held up a hand. “Doesn’t matter. I’ve got an appointment on the other side of the ranch. Some… property. The plane is going to take you back to the Valley as soon as you get to the airport. It’ll come back for me. I’ll go directly from San Jose to the shareholder’s meeting. I won’t have time for the usual meet and greet with employees. And I’ve got to take off right afterwards.”
    â€œOkay,” said Dan. “A bit unusual. But okay.”
    Cosmo’s mouth went tight. “We’re just adjusting to your sleep-in, Dan.”
    Dan felt his face burning, something he hadn’t experienced in years. “I understand.”
    â€œYes. Well, what it means is that I was going to brief you on everything this morning over breakfast. Now, I’m just going to have to give you a quick summary. I’ll have someone else—my new assistant—fly back with you and go over the details. She’s already at the airport.”
    Dan nodded. He felt like a little boy about to be spanked.
    Cosmo cleared the plates and cup out of the way with the back of his hand and held up his speech with the other. Then he dropped the speech back on the table and folded his hands on it as if in prayer. “I’m going to announce a major change in the organization of the company,” he said. “I appreciate that you are CEO and, as you know, I’ve done my best not to interfere in the daily operations of the company since I appointed you to that position.”
    â€œThat’s true,” said Dan. For an instant, he thought he was going to be fired. Now he realized it might be something worse than that.
    â€œHowever, on this one occasion, I am going to exercise my authority as both chairman of the board and largest company shareholder to make a strategic shift. I know this is an unusual move on my part. But I’m also sure you’ll appreciate that in all your years with this company I have never once interfered with your operations or second-guessed your judgment.”
    â€œTrue.”
    â€œAnd I am only doing so now because I have a strong sense, based upon my years of experience, that this is a move that must be taken right now—even if the positive results may take years to appear.”
    Uh-oh, Dan thought. Years?
    â€œI’ll go one step further. I am going to predict that you will not agree with this decision. Frankly, I don’t think industry analysts, our shareholders, or the media will agree with it either. But that only makes me more certain than ever. You know I’ve taken risks like this in the past… and they’ve always paid off handsomely for the company. You know this as well as I do, since my hiring you was just such a gut decision. And I’ve never once regretted making it.”
    â€œThank you,” said Dan, but he wasn’t smiling. “What exactly is this idea, Cosmo?”
    Cosmo leaned forward and look Dan directly in the eye. “Validator Software is going to get rid of its sales force. You’re going to replace it with outside, contracted sales.”
    Dan’s mouth opened involuntarily. He didn’t notice that he had gripped the table with both hands. “You’re not serious. We’ve got the best sales team in the business. Why would we get rid of them? They—”
    Cosmo raised a hand to silence him. “I know exactly what