Chapter 28: Escalation

Chapter 28: Escalation

Two days after the community meeting, I'm working my way through client files when Emma bursts into my office looking worried.
"Grace, there's a problem. Three of our clients called today to cancel their consulting arrangements."

"Which ones?"

"Miller Ranch, Cedar Falls Hardware, and Patterson's Floral Design. They all gave the same reasons—they're 'restructuring their financial advisory relationships' and 'examining other options.'"

The news hits me more strongly than I expect. These are repeat customers who've been satisfied with what we've done and have sent business our way. Their simultaneous cancellation seems suspicious.

"Did any of them ever complain about our work?"

"No, that's why this is so strange. Harold Miller actually told me that he'd been satisfied with our ranch analysis, but that he'd chosen 'consultants who better understand the community's growth potential.'"

"What did Patterson say?"

"Mrs. Patterson was mum and would not say anything further. She simply said she appreciated our efforts but was reorganizing her business advisory team."

"And Cedar Falls Hardware?"

"Mr. Johnson told us he was satisfied with our inventory management improvements but that he needed to have advisors who 'facilitate local economic development programs.'"

The pattern is that our customers aren't cancelling because they have service quality complaints—they're canceling because of our evaluation of Meridian Development's bid.

"Haven't any other customers complained about our development research, Emma?"

"Not exactly, but there have been grumbles. Some think we're too gloomy about economic futures. Others appreciate that we're asking difficult questions."

Sofia leans in my doorway, holding a folder of letters.

"Grace, I've been monitoring online discussion over the proposal for development, and there's a concerted campaign to discredit our research."

"What kind of campaign?"

"Social media comments questioning your qualifications, suggestions that Parker Financial Consulting does not want economic growth, accusations that our research is erroneous or misleading."

"Are the postings from individuals who reside in the region?"

"Many are, but some appear to be originating from accounts belonging to Meridian Development or its affiliates. The tone is too corporate and unified to be random citizen outcry."

Marcus joins our impromptu crisis meeting. "Grace, I think we should also be aware that Meridian is signing up local allies with special incentives."

"What kind of incentives?"

"Consulting contracts, business partnerships, special resort service rates after project development is finished. They are building a network of citizens who have financial interests in project approval."

The strategic intent of the pressure our company and our research are facing makes Lisa's development project appear to be a corporate coup, not a community development proposal.

"Team, it appears our independent work has put us in the crosshairs for retaliation. Do you feel free to continue this work in these circumstances?"

"Certainly," Emma answers immediately. "Grace, my family and I have resided in Cedar Falls for three generations. I am not going to be intimidated into being silent about threats to our community."

"Sign me up," Sofia agrees. "This is the kind of analytical work that actually has an impact on the lives of people."

"Same here," Marcus responds. "If anything, the pressure tactics convince me more that our research is required."

Our resolve strengthens my resolve, but I also have concerns about how it is going to impact Parker Financial Consulting's business prospects.

"I must be frank with you. If we continue to resist Meridian's offer, we risk losing more clients. Other firms might refuse to work with us. This research will hurt our practice financially."

"Grace," says Emma firmly, "what's the point of a successful business if it's stuck in a town that's been destroyed by inappropriate development?"

"Plus," goes on Sofia, "our research demonstrates exactly the kind of analytical rigor that should make us more appealing to customers, not less."

"Unless," reminds Marcus, "potential customers are being intimidated out of working with us."

My phone rings, interrupting our discussion. It's Mayor Walsh, and she sounds agitated.

"Grace, can you drop by city hall today? I've received some complaints over your development analysis, and I'd prefer to discuss them with you in person."

"What kind of complaints?"

"Concerns about how you're conducting your research, suggestions that your analysis is tainted or incomplete, concerns you're scaring off economic development opportunities."

"Who's complaining?"

"I'd rather discuss this with you in person. Can you drop by at three?"

Once we finish the call, I fill my team in on the call from the mayor.

"Grace," Sofia says, "this reads like a concerted effort to undermine your credibility before you can offer more in-depth analysis."

"Likely. The question is whether Mayor Walsh is really concerned about research quality, or if she's being pushed to distance the city from our work."

"There's only one way to know," Emma adds.

I get to city hall at three and find Mayor Walsh sitting in her office surrounded by a stack of correspondence and a furrowed brow.

"Grace, I appreciate your coming in. I have had several letters raised about your credentials to review development proposals and questioning whether your research is misleading members of the community."

"What are the particular concerns being raised?"

"Claims that you lack experience in resort development economics, inferences that you're selectively using statistics to support preconceived views, claims that your analysis neglects the unique advantages Cedar Falls offers for successful resort business." 

Mayor Walsh hands me the photocopies of the complaint letters. They are well-written, well-researched, and cite technical problems of economic analysis that suggest high-level familiarity with municipal development procedures.

"Patricia, these letters pose challenging technical issues about research procedure. Would you like me to provide answers specifically to each of your questions?"

"That would be helpful. Grace, I want to be clear that I'm not alleging questionable integrity or competence on your part. But community members have a right to know that analysis employed in making decisions about development is correct and free from bias."

"I totally understand. Patricia, may I ask who complained?"

"Some were businessmen and property owners in the area. Others were neighbors who spoke out at the town meeting."

"Are any of the complainants linked to Meridian Development?"

Mayor Walsh hesitates. "Not necessarily, but some of the complainers have made strong pro-statements regarding the resort proposal."

"Individuals who support getting the development approved are questioning studies showing possible problems with development."

"That's one interpretation. Grace, the other interpretation is that people who are excited about economic opportunity fear that negative analysis would discourage worthwhile development."

The mayor's response is diplomatically circumspect, but I can tell that she is under pressure from a number of different directions.

"Patricia, would it be helpful if I presented detailed responses to these technical questions at the next city council meeting?"

"That would make people confident that your analysis is thorough and neutral."

"I will write out thorough responses to all questions raised in these letters. But Patricia, you should also be aware that Parker Financial Consulting has lost some customers since making available our initial development analysis."

"I am sorry for it. Do you think the client losses are due to your study?"

"The timing suggests they are. And my staff has documented an orchestrated effort on the web attacking our credibility and business practices."

Mayor Walsh seems to be taken seriously by this news.

"Grace, pushback from that kind of independent study is concerning. Economic development decisions need to be made on informed data, not on pressure tactics stifling alternative perspectives."

"That's what I think too."

"Grace, would you be willing to include recommendations on development approaches that might be economically sound and responsive to the concerns you've identified?"

"Of course. We oppose unsuitable development, but we don't wish to oppose economic growth come what may."

"That would be helpful. And Grace, I want to reassure you, the city council does wish to make its development decisions on the basis of careful analysis, not political pressure from any source."

After leaving city hall, I return to my office feeling comforted by Mayor Walsh's support but nervous about the increasing pressure campaign against our study.

Emma greets me with worse news.

"Grace, Jake called. He wants you to call him back immediately. He said it concerned Lisa Morrison and security concerns regarding development."

I call Jake's office, and Deputy Collins answers.

"Grace, Jake is in a meeting with county officials, but he requested that I tell you that Meridian Development has hired a private security firm to provide 'consultation services' since they're conducting business within Cedar Falls."

"What kind of consultation services?"

"We don't know as yet, but Jake's irate about outside security personnel operating in our arena without coordinating with local police."

"Is this related to the development plan?"

"Jake thinks so. The private security firm is a corporate investigation and asset protection firm for business development projects."

The private security report heightens my concern significantly. Authorized development projects do not typically include investigative services or asset protection within community approval processes.

"Sarah, could you get Jake to call me when his meeting concludes?"

"Sure. Jake also told me to remind you to keep your eyes open and to report right away if you see anything unusual."

Put down the phone, I sit in my office attempting to process the events of the day. Client cancellations, coordinated complaints against our research, coordinated cyber attacks on our credibility, and private security engagement–the pressure campaign against our development analysis is becoming more intense and more sophisticated.

My team and I have remained committed to the goal of pursuing this research despite these pressure, but I am beginning to wonder if we are confronted with something more nefarious than ordinary development politics. 

Lisa Morrison's return to Cedar Falls had initially appeared to be a personal and professional challenge. Now it is starting to look like something that could jeopardize not just our future as a community, but even our well-being.

The question is whether I and Jake are overreacting to usual development pressures or whether our instincts that there are heightened dangers are correct.

Either way, I am finding that fighting to protect Cedar Falls from improper development might take more courage than I initially believed.