Ask before you pitch

Shadow Charlotte first. She's a manager coaching, not scolding, so keep her questions short and curious: "How long is all that?" Then take Rohan's part. Notice how his lines get shorter and calmer as the plan improves; let "That's going to hurt" sound like a smile, not a complaint.

1. CharlotteRohan, you look like you haven't slept. Is this about tomorrow?
2. RohanIt's my first client pitch. I really want to make a good impression.
3. CharlotteYou will. Walk me through the plan.
4. RohanI open with our history, then our awards, then twelve slides of past work.
5. CharlotteHow long is all that?
6. RohanAbout twenty minutes. Then I show the idea for their campaign.
7. CharlotteTwenty minutes before they hear anything about themselves? That's a long wait.
8. RohanBut they need to know who we are first, don't they?
9. CharlotteThey've already read our website. That's why they agreed to the meeting.
10. RohanSo what do I open with?
11. CharlotteA question. Ask what's been going wrong with their current ads. Then listen.
12. RohanAnd if they don't want to talk?
13. CharlottePeople always want to talk about their problems. You've done your homework, so use it.
14. RohanI have. Their sales dropped in the north of England last year.
15. CharlotteGood. Mention that, ask why they think it happened, and let them explain.
16. RohanThen I get to the point and show the idea.
17. CharlotteExactly. Cut the history to one slide. Keep three examples, not twelve.
18. RohanOne slide of history. That's going to hurt.
19. CharlotteIt'll hurt less than watching them check their phones.