This is about building connection and rapport
It helps if each person in the pitch team can weave into what they say, a small connection story that demonstrates who they are and why they care about the client outcomes. One example was in relation to a colleague of ours who put in a pitch for a University campus.
The designer had caught a taxi to listen to their brief for the design competition. He listened to it and was walking back to the taxi when he stopped to admire the campus.
“I was really taken by the beauty of the campus and the unique opportunity it provides for a really world class learning environment. I told the taxi to leave and spent the next three hours wandering the grounds, captivated by the opportunity it presented”.
Needless to say that the resultant pitch was full of colour and inspiration.