I was sitting at my desk when I heard the familiar
tap tap
on my cubical wall. Not having a door means you make do with whatever approximation you can.
"Mark, I need you to go to Japan for me," my manager said.
I looked up from my monitor. I had been engrossed in a riveting and fascinating technology brief (
not!
), and welcomed the interruption. Even so, though, it took me a second to register what he said.
"I'm sorry," I said, snapping back into the moment. "Say that again?"
"I need you to go to Japan for me," he repeated. He smiled. "You like to travel, right?"
"Well, sure, I guess," I said, blinking. I don't go on trips very often. Being part of the corporate head office and not being a field guy, business trips were something of a rarity for me.
"Good!" he said. "You should go home and pack a bag then. Is your passport up to date?"
"Wait," I sputtered. "You mean
now
?"
He grinned. "No, not
now
."
"Oh, good!" I said, breathing a sigh of relief. "For a second there I thought -"
"Tonight," he interrupted.
When he saw the look on my face he laughed. Moving to the spare chair in my tiny cubicle he laid it out for me. "Look," he said, amiably. "We've got a really big deal that's on the line with this customer in Japan. The field guys are worried that we can lose millions if we don't give them a roadmap discussion about our plans over the next year or so."
"So why the rush?" I asked.
My manager sighed. "Well, I was supposed to go tonight but just got word that I'm supposed to do a presentation to our Circle of Five." He referenced the five Vice Presidents of the company we worked for, the level of executives that reported to the no-nonsense CEO. I understood that when the C5 (as they were known - we shortened everything into jargon in this company) called you, you dropped whatever you were doing.
This apparently included international trips to Japan.
"To be honest," he said, "I should have sent you in the first place. This is your project and you know it better than anyone."
This was true. I've been the lead on the new technologies for some time, and if anyone knew the benefits and value, it was me.
"So," he said, standing up. "I'm sorry to spring this on you last second -" he looked at his watch - "literally."
Just as he was about to leave, I thought of something. "Wait, just what are we looking to get out of this meeting?"
He looked me straight in the eye and said, "Get him to sign on the dotted line."
"Wait a minute," I said. My heart was pounding in my chest. "I can't make deals. I don't have signatory authority."
He smirked. "You do now, for this deal only. It's a huge responsibility, but I trust you and know you'll do fine. Besides, the account team will be there and will handle most of the details anyway. You're just the hired gun to get their CEO to understand why they should stay with us. You know, invest in us for the long haul."
I swallowed, hard. "CEO?"
I felt like I was walking into a game where I didn't know most of the rules. If I screwed this up, it could cost us tens of millions. Over the years, that number could be even higher.
The trip itself was blissfully uneventful though I spent most of the time attempting to sleep on the plane, without success. I took the opportunity to review something of the customer's history. I only casually glanced through some of the documents, though, preferring to prepare myself for the kinds of technical questions that were sure to emerge. This was hot new stuff, and I was passionate about it. I figured it was critical that I make sure that I had all my facts and details straight. I simply couldn't afford to blow the entire deal by getting anything wrong.
Everything went downhill as soon as I arrived at the airport in Narita, Japan. Turning my phone back on, I checked my work email only to discover the account team had decided that they would
not
be attending, and didn't even give me the courtesy to explain why. A few frantic (and ultimately ignored) emails later, I began to make my way through the airport.
Customs went as smooth as it ever does, which is to say that I was grilled by a very severe looking Japanese woman who didn't seem at all pleased that I knew no Japanese whatsoever. My little phrasebook only seemed to make her more irritated.
Baggage claim was even less fun, as I waited for the carousel to spit out my bag, and waited, and waited. I waited until the carousel simply stopped, and then had to explain to a very apologizing Japanese luggage agent where they could send my bag - if they ever found it.
So, exhausted, and clutching my carryon, I emerged into the arrivals hall to see a very formal-looking Japanese man holding a sign with my name on it.
"Hi, I'm Mark Jenkins," I said, nodding to his sign.
"Mr. Jenkins-san," the man said, and politely bowed.
I returned the gesture. "I wasn't expecting anyone to meet me at the airport," I said. "This is a nice surprise. Oh! I'm afraid i can't speak any Japanese." I added with regret.
The man smiled. "That is quite all right, Mr. Jenkins-san. I will be your interpreter on this trip. Mr. Sato does not speak any English."
Great
, I thought.
How am I supposed to get someone to sign on the dotted line with this language barrier?