The Pitch: City Love 2 Read Online Free PDF Page A

approach.”
    I stood and Paul’s blue eyes glinted curiously at me. I decided I liked how he didn’t always use words to communicate.
    “You fit right in. Someone of your experience may not have melded with the team. You did – effortlessly.”
    Paul let out a soft, rolling laugh. “Someone of my experience?”
    I was painfully aware of a blush creeping up my neck to my face, and hoped my olive skin disguised the worst of it. “Yes,” I replied softly. I hadn’t meant it as an insult. Embarrassed as I was, I wasn’t going to take it back.
    Paul took a few steps closer to me and I tried not to swallow as we stared at each other eye to eye.
    “I’m an old fart is what you’re saying?”
    “No!”
    He laughed again while I attempted not to look horrified.
    “Come on.” He turned and placed his hand so it barely touched the small of my back.
    I exhaled, allowing him to guide me to the door. He was hardly touching me and yet I could feel myself burning up.
    Get a grip, Madeleine.
    Determined not to be rendered speechless again, I launched into a tour of Grounded Marketing. I showed him the various departments and introduced him to some of my key staff members who hadn’t been at the meeting.
    “I guess I should let you get back to work,” I finished when we arrived outside my office door ten minutes later.
    Paul angled his head. “Got a minute?”
    “Sure.”
    I waited while he entered my office and closed the door behind us, curious about what he wanted to discuss. He sat on the double-seater lounge and I opted for the adjacent armchair instead of sitting behind my desk.
    “Your pitch team is on the right track,” he began, “and I wouldn’t change anything in that regard. But I think you’re missing a vital component that can’t be won with strategy or good art direction.”
    He had my attention now. I wasn’t arrogant enough to think that our pitch was perfect, but I was certainly interested to hear what he thought we needed. Especially if it was something I hadn’t already thought of myself. I waited for him to speak.
    “How much do you know about the bank employees you’ll be presenting to?” he asked.
    “Only their names.”
    He frowned. “That’s what I was afraid of.” He leaned toward me and looked me in the eye. “Pitches are won because of rapport, not because you have a good strategy or design.”
    “Are you telling me our pitch doesn’t matter?”
    “Not as much as you think it does.”
    I sat back and absorbed this information. We’d been killing ourselves to develop this pitch. Working long days and weekends to come up with a unique approach for the client. I knew what Paul was getting at. Building a relationship was an important part of the process, but here he was telling me that it eclipsed our strategy.
    “I need the names and positions of who you’ll be dealing with at the bank,” he continued. He grinned slyly. “So I can do some research.”
    I went to my computer and then scanned through my emails until I found the one I was after. It was the original pitch request and brief, with the details of the team from the bank.
    “Perfect,” Paul said softly.
    I jumped. I’d been so involved in searching for the email, I hadn’t noticed he was standing beside me.
    He reached out and placed a steadying hand on my arm, which did nothing to settle my rapid heartbeat.
    “Sorry. I never learn. I’ve been told I sneak up on people.” He flashed me a wide grin. “Comes in handy for checking up on your employees.”
    I inhaled a deep breath and noticed his hand lingered on my arm. He saw the direction of my gaze and removed his hand, then nodded at my computer screen, acting like nothing had happened. “Can you forward me that email?”
    “Sure.” With a few quick keystrokes and the click of my mouse, I sent him the email. “Now, do you mind explaining why you plan on stalking – sorry, researching – my potential client?”
    Paul stepped back and sat down on the edge