The Goal

eyes are locked onto me with a look that says This is your neck, Rogo.

'Okay, Bill, what's going on?' I ask.

He says, 'We've got things to talk about. Sit down.'

I say, 'I'd like to, but you're in my seat.'

It may have been the wrong thing to say.

9

'You want to know why I'm here?' he says. 'I'm here to save your lousy skin.'

I tell him, 'Judging from the reception I just got, I'd say you're here to ruin my labor relations.'

He looks straight at me and says, 'If you can't make some things happen around here, you're not going to have any labor to worry about. Because you're not going to have this plant to worry about. In fact, you may not have a job to worry about, Rogo.'

'Okay, wait a minute, take it easy,' I say. 'Let's just talk about it. What's the problem with this order?'

First of all, Bill tells me that he got a phone call last night at home around ten o'clock from good old Bucky Burnside, presi- dent of one of UniCo's biggest customers. Seems that Bucky was having a fit over the fact that this order of his (41427) is seven weeks late. He proceeded to rake Peach over the coals for about an hour. Bucky apparently had gone out on a limb to sway the order over to us when everybody was telling him to give the business to one of our competitors. He had just had dinner with several of his customers, and they had dumped all over him be- cause their orders were late-which, as it happens, was because of us. So Bucky was mad (and probably a little drunk). Peach was able to pacify him only by promising to deal with the matter personally and by guaranteeing that the order would be shipped by the end of today, no matter what mountains had to be moved.

I try to tell Bill that, yes, we were clearly wrong to have let this order slide, and I'll give it my personal attention, but did he have to come in here this morning and disrupt my whole plant?

So where was I last night, he asks, when he tried to call me at home? Under the circumstances, I can't tell him I have a personal life. I can't tell him that the first two times the phone rang, I let it ring because I was in the middle of a fight with my wife, which, oddly enough, was about how little attention I've been giving her. And the third time, I didn't answer it because we were making up.

I decide to tell Peach I was just late getting home. He doesn't press the issue. Instead, he asks how come I don't know what's going on inside my own plant. He's sick and tired of hearing complaints about late shipments. Why can't I stay on top of things?

'One thing I do know,' I tell him, 'is that after the second round of layoffs you forced on us three months ago, along with

10

the order for a twenty percent cutback, we're lucky to get any- thing out the door on time.'

'Al,' he says quietly, 'just build the damn products. You hear me?'

'Then give me the people I need!' I tell him.

'You've got enough people! Look at your efficiencies, for god's sake! You've got room for improvement, Al,' he says. 'Don't come crying to me about not enough people until you show me you can effectively use what you've got.'

I'm about to say something when Peach holds up his hand for me to shut my mouth. He stands up and goes over to close the door. Oh shit, I'm thinking.

He turns by the door and tells me, 'Sit down.'

I've been standing all this time. I take a seat in one of the chairs in front of the desk, where a visitor would sit. Peach re- turns behind the desk.

'Look, Al, it's a waste of time to argue about this. Your last operations report tells the story,' says Peach.

I say, 'Okay, you're right. The issue is getting Burnside's order shipped-'

Peach explodes. 'Dammit, the issue is not Burnside's order! Burnside's order is just a symptom of the problem around here. Do you think I'd come down here just to expedite a late order? Do you think I don't have enough to do? I came down here to light a fire under you and everybody else in this plant. This isn't just a matter of customer service. Your plant is losing money.'

He pauses for a moment, as if he had to let that sink in. Then -bam-he pounds his fist on the desk top and points his finger at me.

'And if you can't get the orders out the door,' he continues, 'then I'll show you how to do it. And if you still can't do it, then I've got no use for you or this plant.'

'Now wait a minute, Bill-'

'Dammit, I don't have a minute!' he roars. 'I don't have time for excuses anymore. And I don't need explanations. I need performance. I need shipments. I need income!'

'Yes, I know that, Bill.'

'What you may not know is that this division is facing the worst losses in its history. We're falling into a hole so deep we may never get out, and your plant is the anchor pulling us in.'

I feel exhausted already. Tiredly I ask him, 'Okay, what do

11

you want from me? I've been here six months. I admit it's gotten worse instead of better since I've been here. But I'm doing the best I can.'

'If you want the bottom line, Al, this is it: You've got three months to turn this plant around,' Peach says.

'And suppose it can't be done in that time?' I ask.

'Then I'm going to go to the management committee with a recommendation to close the plant,' he says.

I sit there speechless. This is definitely worse than anything I expected to hear this morning. And, yet, it's not really that sur- prising. I glance out the window. The parking lot is filling with the cars of the people coming to work first shift. When I look back, Peach has stood up and is coming around the desk. He sits down in the chair next to me and leans forward. Now comes the reassurance, the pep talk.

'Al, I know that the situation you inherited here wasn't the best. I gave you this job because I thought you were the one who could change this plant from a loser to... well, a small winner at least. And I still think that. But if you want to go places in this company, you've got to deliver results.'

'But I need time, Bill.'

'Sorry, you've got three months. And if things get much worse, I may not even be able to give you that.'

I sit there as Bill glances at his watch and stands up, discus- sion ended.

He says, 'If I leave now, I'll only miss my first meeting.'

I stand up. He walks to the door.

Hand on the knob, he turns and says with a grin, 'Now that I've helped you kick some ass around here, you won't have any trouble getting Bucky's order shipped for me today, will you?'

'We'll ship it, Bill,' I say.

'Good,' he says with wink as he opens the door.