Page 154 - James Caan - The Real Deal

The Real Deal

felt like knocking on my parents’ door two weeks after I’d moved
out and saying: ‘You were right, I’m useless, I can’t make it on my
own.’
I knew I couldn’t bill and offer that strategic leadership, and I
also knew that unless I had the time to get to grips with the
accounting and legal side of things I wouldn’t really be in charge.
I came to the conclusion that I believed in the business, and I
believed in me and my team enough to do it: I was going to stop
billing. When I told Aisha my decision she was totally supportive:
she believed in me, too.
When I got back to the office, I called everyone together for a
meeting.
‘I think this business could really become something special, but
to do that I think it needs some strategic leadership, someone
who’s job it is to drive us forward.’
‘Who have you hired?’ someone asked.
‘No one. I’m going to do it.’
‘Really?’ They couldn’t believe that I would stop billing, that I
would stop having the contact with the clients that I so clearly
enjoyed.
‘Listen, this business isn’t just about me, it’s about you, and I
want you to do well, I want us all to do well, so I’ve decided that
means I should stop billing and focus on the strategic side of
things.’
It took a little while for my announcement to sink in, but it
didn’t take long for some joker to pipe up: ‘Can I have Glaxo,
then?’
‘Sure.’ That really surprised them. ‘If I’m going to stop billing
then you’re all going to have to start billing more because the only
way I can replace my income is by increasing yours. So we’re going
to divide my clients between you and I’m going to take you out
and introduce you to the key people, because the first step is to get
you all billing more.’

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