“She likes you. I know you can do this, but don’t speak exclusively to Paolo and Dante when you discuss things. Make sure you ask her opinion on everything, ask for her viewpoint. A woman like Francesca Marradesi doesn’t like to be ignored.”
Her astute assessments of people impressed Vincent more than he could ever say. She read everything about everyone around her, knowing what to press and where to tread lightly. At times it scared the living hell out of him when he wondered how much she probably knew about him and his feelings only from her observations. Things that he tried so hard to keep hidden were exposed to Lexi.
She had been amazing all through lunch, interacting with Francesca, asking all the right questions. Vincent had been teaching her how small bits of seemingly inconsequential information would be monumental in their business. Their professional partnership was a good one, he could see that.
Lexi was the sweetness to his more rigid, formal stance. She drew the people in with her radiance, and he kept them there with his business savvy.
Lexi pulled off her part, now it was time for Vincent to work his magic.
“Thanks for the heads up,” he whispered, his eyes locking on hers.
“No problem, partner. Go make us look good.”
Paolo sipped his espresso, and then leaned back in his chair. “Tell us about Hunter, Vincent. Why are you the right company for us?”
“Hunter Advertising is the company for you for a number of reasons, Paolo. I believe we have the right team in place to design and execute a successful campaign here in the States to make Marradesi Cosmetics a household name. I can supply you with a number of references, from small business owners to multibillion dollar corporations. All were pleased with our final product. We have range, we have big ideas, and I believe we have the passion,” he smiled at Lexi and continued, “to make this work.”
Vincent paused to gauge their reaction. Dante rubbed his chin thoughtfully, and Francesca watched Vincent, her posture rigid, but not unhappy.
What Vincent didn’t realize was that he had Paolo eating out of the palm of his hand. He just had to work Francesca.
“That’s a little about us. If you don’t mind, I’d like to find out a few things about your company to get a feel for where you might like to see this campaign go. Francesca, I know your company is concerned with finding a niche in the American market. Can you tell me where Marradesi Cosmetics has made its home in the European market?”
The words had no sooner left his lips than a slow smile spread across Francesca’s face. He watched her glance at Paolo and give a little nod before she began answering Vincent’s question at length. She was a woman with definite ideas. She talked a lot about Europe and what worked there, but she also understood that advertising in the US was a different matter altogether. She didn’t give any ideas about where she wanted the new campaign to go; she preferred for them to develop a few proposals from which to choose.
“Lexi,” Dante started slowly, “I was wondering if you could tell us more about yourself. We’re familiar with Vincent’s work, but you seem to be new to Hunter. I’m curious where you see this campaign going, in general, if you don’t mind me putting you on the spot.”
There it was—a test. Dante had done his homework. He knew Lexi was an unknown in the industry. He wanted her to prove her worth on the fly.
Just when the color began to leave Lexi’s face, Vincent gave her a playful kick under the table. She glanced up at him, both of them knowing that if she said the wrong thing it could cost them the client. He nudged her foot under the table one final time, trying to wash away her self-doubt.
“Come on, Lexi, I’d love to hear what you think,” Vincent said and he smiled confidently at Dante. “She’s been spot on so far.” Vincent raised an eyebrow and waited for her to do what he knew she was capable of. She just needed to believe it.
“W-well, I think that from your past campaigns, you were marketed as an avant-garde brand in Europe where women tend to use more makeup product in general, but specifically the edgy, brighter color choices and hues for eyes and lips which your line spotlights. American women are not as fashion forward as the woman in Europe or into trends, but we all want to be. My suggestion would be to market the line in a different direction here, make it less intimidating, if that makes sense?” Francesca gave a little nod of understanding. “It can still be edgy, but market it as attainable beauty rather than being high fashion. It’s all about making the woman feel better about herself, not overwhelmed with color palates and product.”
Silence fell over the table. Vincent leaned back in his chair, smiling like a proud papa. But Lexi’s eyes scanned between Paolo, Francesca, and Dante, who had all begun whispering amongst themselves in Italian.
“You were brilliant,” Vincent whispered, his warm breath tickling her neck. When he saw tears welling in her eyes, Vincent gave her shoulder a squeeze. “Breathe.”
“I like you,” Francesca offered out of nowhere. “You remind me of myself. I apologize for Dante. I think it was rude to put you on the spot. In his defense, he can be a bit overprotective, and I assure you, he meant well. But you handled it beautifully.” The air rushed out of Lexi’s lungs in relief.
Paolo shrugged as he nodded toward Francesca. “It’s her company. She’s the boss. I just write the checks. ” Dante gave the smallest of nods and remained silent.
“I would very much like to see what the two of you come up with for Marradesi Cosmetics. I would be honored if you would present us with your idea in a few weeks.”
Vincent rose to his feet and pulled a stunned Lexi up from her chair. They had done it.
“I thank you for meeting with us, and I know we will be able to come up with something fantastic for you.” Vincent turned to listen to the conversation Paolo and Dante were having about the next meeting, but he couldn’t help but eavesdrop on Lexi and Francesca.
“Well done, Alexandra.” Francesca wrapped her arms around a very shocked Lexi. “That brother-in-law of mine can be a pain, but you, you didn’t waver. You just spoke from your heart. It was honest and very observant. I had a feeling you were up for this challenge, but men … you know them.
They doubt more than they trust.”
Vincent watched Lexi out of the corner of his eye, and when she looked over at him, he winked. Even in the middle of all the intense negotiations, he wanted to make sure she was all right.