The pitch call, with a liaison in the room
How to run a buyer pitch when a named US accountability contact joins the call. Roles, choreography, and what not to say.
Why the liaison is there
The buyer's hesitation almost never rests on your work. It rests on the cost of being wrong about you. A named US contact, visible on the call, converts an abstract risk into a concrete relationship.
The liaison is not your salesperson. The liaison is the standing accountability signal the buyer can email after the meeting ends.
Choreography
Open with your team. You lead the work, you own the work.
Liaison introduces themselves after technical context is established. Name, role, response SLA, the rubric the agency cleared, and what escalation looks like in writing.
Liaison stays mostly silent through scoping. Re-enters only on questions about accountability, escalation, or the trust mark itself.
Close: agency owns the proposal. Liaison restates the SLA on the way out, and points to the verification page.
What to never do
Do not let the liaison answer technical scoping questions on your behalf. It blurs the line that gives the badge its weight.
Do not describe the liaison as 'on our team' or 'our project manager'. They are an external accountability counterpart. The badge depends on that distinction being credible.
Do not promise live coverage of standups or routine status calls. Covered calls are pitch, kickoff, escalation, and milestone gates.
- 01Buyer leaves with two phone numbers in their head: yours, and the liaison's.
- 02Liaison spoke ≤ 10% of the call and 100% of the trust-and-escalation conversation.
- 03Verification page URL was named out loud and dropped in the follow-up email.