"Can I tell my class?" "You can tell your class." She pointed at Clare. I told you he'd do it. Clare raised her mug.
You did? Maya went back inside to get her backpack, satisfied in the way of someone whose prediction has been thoroughly confirmed. And Darius stood in his driveway with his coffee and his name on a van. And the woman who had sat across a kitchen table from him and told him he was ready and felt very quietly and very completely like a man who had decided to take up the full amount of space his life had been offering him for years. He had three signed contracts starting that week, two residential, one small commercial.
Marcus had referred him the commercial one, which Marcus presented as a favor, and which Darius accepted as a favor while privately knowing Marcus had done it because the client had specifically asked for someone reliable, and Marcus had not hesitated for one second before giving them Darius's new number. He had also in the previous month called Helen's number from Clare's contact list with Clare's knowledge, not behind her back, because he had learned what operating behind someone's back cost and introduced himself and asked if she needed any HVAC work on the Fan District townhouse. Helen had said, "Yes, us immediately," and then had said, and I quote, "Clare has talked about you. You're the one who hangs curtains straight." Which was not the professional introduction he had imagined, but which had resulted in a signed service agreement.
So he chose to be unbothered about it. The first month was harder than the numbers had suggested and also better than the fear had promised. He was exhausted in a way that was different from the exhaustion of working for someone else. This was the tiredness of a man building something which has a different quality than the tiredness of maintaining someone else's structure. He made mistakes.
He underquoted a job by $300 and had to absorb the difference. He scheduled two site visits too close together and had to call one client to reschedule, which cost him 45 minutes of anxious apology until the client said completely unbothered. Darius, it's fine. Next Thursday works fine. He had expected everything to go wrong.
Some things went wrong. Everything did not. Clare watched all of this from 30 ft away and occasionally from across his kitchen table and she did not project outcomes onto him or manage his anxiety by minimizing it. When he told her about the underquote, she said, "What will you do differently next time?" When he told her about the rescheduled client, she said, "Did you apologize?"
He said, "Yes." She said, "Then it's done." When he had a week where two jobs ran over and one payment was late and he sat at his kitchen table at 10:00 p.m. On a Thursday looking at his accounting spreadsheet with the expression of a man who was reconsidering everything. She came over and sat across from him and looked at the same spreadsheet and said, "You're cash flow positive.
This is a hard week, not a failing business." He looked at her. You can read a cash flow statement. I run a business, Darius. I know you run a business.
I didn't know you could read. I took a small business accounting class in my first year, she said, because I didn't want to be the person who was good at the creative part and blind to the money part. She turned the laptop slightly toward her. Your receivables timing is your real problem. You need a net 15 payment term instead of net 30.
He stared at her. What? She said, I have been trying to figure out why my weeks feel uneven for 2 months. It's the payment timing. You do the work, then you wait 30 days and the gap creates false stress.