The Art of Deception_ Controlling the Human Element of Security - Kevin D. Mitnick [118]
“Can I book a return flight for you, at least?” she asked, feeling sorry for him.
While she made the phone call, Rick confided that he and Larry had arranged to set up a strategic marketing alliance. Rick’s company was producing products for the manufacturing and assembly line, items that would perfectly complement their new product, the C2Alpha. Rick’s products and the C2Alpha together would make a strong solution that would open up important industrial markets for both companies.
When Jessica had finished making his reservation on a late afternoon flight, Rick said, “Well, at least I could talk to Steve if he’s available.” But Steve, the company’s VP and cofounder, was also out of the office.
Rick, being very friendly to Jessica and flirting just a little, then suggested that, as long as he was there and his flight home wasn’t till late afternoon, he’d like to take some of the key people to lunch. And he added, “Including you, of course—is there somebody who can fill in for you at lunchtime?”
Flushed at the idea of being included, Jessica asked, “Who do you want to come?” He tapped his palmtop again and named a few people—two engineers from R&D, the new sales and marketing man, and the finance guy assigned to the project. Rick suggested she tell them about his relationship with the company, and that he’d like to introduce himself to them. He named the best restaurant in the area, a place where Jessica had always wanted to go, and said he’d book the table himself, for 12:30, and would call back later in the morning to make sure everything was all set.
When they gathered at the restaurant—the four of them plus Jessica—their table wasn’t ready yet, so they settled at the bar, and Rick made it clear that drinks and lunch were on him. Rick was a man with style and class, the kind of person who makes you feel comfortable from the very first, the same way you feel with someone you’ve known for years. He always seemed to know just the right thing to say, had a lively remark or something funny whenever the conversation lagged, and made you feel good just being around him.
He shared just enough details about his own company’s products that they could envision the joint marketing solution he seemed so animated about. He named several Fortune 500 companies that his firm was already selling to, until everyone at the table began to picture their product becoming a success from the day the first units rolled out of the factory.
Then Rick walked over to Brian, one of the engineers. While the others chatted among themselves, Rick shared some ideas privately with Brian, and drew him out about the unique features of the C2Alpha and what set it apart from anything the competition had. He found out about a couple of features the company was downplaying that Brian was proud of and thought really “neat.”
Rick worked his way along the line, chatting quietly with each. The marketing guy was happy for a chance to talk about the roll-out date and marketing plans. And the bean counter pulled an envelope from his pocket and wrote down details of the material and manufacturing costs, price point and expected margin, and what kind of deal he was trying to work out with each of the vendors, which he listed by name.
By the time their table was ready, Rick had exchanged ideas with everybody and had won admirers all along the line. By the end of the meal, they each shook hands with Rick in turn and thanked him. Rick swapped business cards with each and mentioned in passing to Brian, the engineer, that he wanted to have a longer discussion as soon as Larry returned.
The following day Brian picked up his telephone to find that the caller was Rick, who said he had just finished speaking with Larry. “I’ll be coming back in on Monday to work out some of the specifics with him,” Rick said, “and he wants me to be up to speed on your product. He said you should email the latest designs