Read the room before the pitch

The buyer says, "We have 22 minutes." Four executives are already seated. What should Maya do in the first 15 seconds to create the strongest first impression? Acknowledge the time constraint, state the three-part path, and ask if that order matches what they need. Strong. It shows warmth by respecting their constraint and competence by giving structure. It also prevents the primacy frame from becoming "vendor performing at us." Start with her strongest credential so the room knows she is qualified before the pricing discussion. Credentials can help later, but leading with them spends the first slice on self-focus. It…

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