The Pitch: City Love 2 (2 page)

“Madeleine, your ten o’clock is here.”

I looked up from my notes. Julia, my mother, stood in the doorway of the boardroom.

Most people thought I was insane for hiring my mother as my personal assistant. Christa had said many times that she would have killed her mother in record time if she’d been forced to do the same. I was aware I was fortunate. My mother and I had a great relationship and my business ran smoothly with her around. Occasionally I’d feel a prick of guilt – she could be enjoying her retirement – but she seemed quite content.

I scanned the team of account managers and graphic designers sitting around the table. They were the group I’d selected to work on our latest business pitch. It was for one of Australia’s biggest financial institutions called ACB, and their corporate governance campaign aimed at environmental sustainability. If we could land this pitch, Grounded Marketing would become a big player.

“Great work, guys. Everything is coming along nicely. Next internal review for concepts and strategy Thursday afternoon at three pm,” I told them.

I received a mixture of nods and smiles, then stood and followed my mother.

“Paul is waiting in reception,” she informed me.

“Thanks. Should I be nervous?”

She gave me a quizzical look. “Why?”

“Well, I assume he’s some senior guy like Dad who is seriously busy. Donating his time to a small fish like me is very generous of him.”

My mother gave me a wry smile.

“What?”

“Prepare yourself. He’s not what you’re expecting,” she said mysteriously.

“Mother,” I hissed, as we rounded the corner to reception. “What on earth – ”

And those were the last coherent words I managed for at least the next minute.

She was right. The man sitting in reception with cropped fair hair was not what I’d been expecting. He was tall. Gloriously tall, in fact. I could tell that much even though he was sitting down. And he was young. Alright, not so much young, but not as old as I’d been anticipating. Because he was a contact of my father’s, I’d assumed he would be in his mid-to-late fifties. Paul was lucky if he was forty.

He wasn’t wearing a wedding ring, I noticed, and then silently reprimanded myself. He was here to mentor me for God’s sake.

Paul stood and I forced myself not to take a step back. This man had presence and it wasn’t just because of his height. He wore a navy suit that accentuated his lithe frame. Some would say skinny, but I’d argue he was just right for his height. It was obvious he exercised because there was the subtle hint of toned muscles beneath the impeccable suit, fitted to his broad shoulders.

My mother cleared her throat.

Get a grip, Maddy.
I flashed him a wide smile and extended my hand. I was still speechless, but hopefully he hadn’t noticed yet.

“You must be Madeleine.”

He had a nice voice. It was deep and he spoke quietly, like he was the sort of man who didn’t need to shout to be heard. I increased the vibrancy of my smile and allowed him to shake my hand.

Say something, Madeleine
, my thoughts screamed at me.

Nope. It was useless. Who was this guy and why hadn’t I already met him at networking events? Realistically he was probably too old for me, but old was not the term I’d use to describe this man. I got the impression Paul improved with age, much like a fine wine.

“The likeness between you is striking,” he added, gesturing between my mother and me.

It was true. We were uncannily alike and she looked nowhere old enough to be my mother. She smiled graciously at him, then carefully shot me a warning look. “So we’ve been told.”

Finally I managed to find my voice. “I appreciate you finding the time to come out and meet me.”

Satisfied I wasn’t going to embarrass myself, my mother slipped away and returned to her desk outside my office.

Paul turned his full attention on me and suddenly I wished he hadn’t. He studied me discreetly and I noticed his eyes for the first time. A vivid blue and something else entirely unexpected – a hint of irreverence. Good God, why couldn’t
he
have been at my speed dating evening?

Because he’s probably married with kids, you idiot,
my subconscious refuted.

Oblivious to my inner turmoil he attempted to continue the discussion I was struggling to have. “Not at all. We need competition like yours in the market and it wasn’t so long ago I was in your position.”

“I’d be really interested to hear about it,” I said honestly, and immediately wished I’d kept my mouth shut. I sounded like an intern.

He glanced around reception. “I’d love for you to give me a tour of Grounded Marketing, but how about we go downstairs and grab a coffee first? I noticed there was a café. It’s always good to start these sorts of relationships on neutral territory.”

“Sounds great.” I couldn’t help agree. Neutral territory would be good. It wasn’t that he was intimidating, or imposing, but his presence was having an odd effect on me. A busy café would distract me.

Paul waved goodbye to my mother across the open-plan space before we made our way to the elevator.

“Impressive lobby.”

I risked a sidelong glance at him as we waited. “Thanks. Hopefully it conveys our brand.”

“It does. Would have cost a bit for the set up.”

I turned to him, for the first time forgetting the effect he was having on me. “I believe you have to take some risks to make a return.”

A smile curved the corners of his lips, which had an unsettling effect on my stomach. “I can see you’re not faint-hearted. That’s a good quality to have in business.”

He stood aside and gestured for me to step into the elevator. I walked past him and hit the ground button, aware of his presence beside me. Even though we made the journey in silence, I was surprised it didn’t feel uncomfortable.

We didn’t speak again until we were seated under an awning at the café beneath the building. The sun was bright and a light morning breeze blew my hair behind my shoulders.

Paul focused his gaze on me again. “So, have you ever had a mentor before, Madeleine?”

“No,” I admitted. “I’m new to this.”

He leaned in across the table, his suit stretching over his broad shoulders. I straightened in my seat at his proximity.

“I’m new to this too.”

“Really? I thought you’d done this sort of thing before.”

He relaxed into his chair. “It was your father’s idea. And he isn’t someone you say no to.”

“Oh no. Really?” My inhibitions dissolved, mainly due to my horror. My father, Will Spencer, was a powerful man and I sincerely hoped Paul hadn’t been talked into this. “I must apologize on his behalf. If this isn’t something you want to do, then I completely understand.”

“Madeleine.”

I stilled at his use of my full name. I couldn’t remember the last time someone had said it so eloquently.

His blue eyes lost their humor and transformed into a cool blue. “No apologies necessary. I’m here because I want to be. I must admit I’m intrigued by you.”

Stunned, I cleared my throat and gestured to the waitress so we could order our coffees. After we ordered, I turned back to Paul. “Let’s see if I can satisfy your curiosity. What would you like to know?”

Paul studied me for a long moment and I realized I liked his boldness. “I know it’s poor taste to ask a woman her age, so forgive my audacity, but how old are you?”

I didn’t hesitate. “Twenty-nine.”

“Twenty-nine.” He leaned toward me again. His long, slender hands found the sugar bowl, which he played with distractedly. “So you’re twenty-nine, Grounded Marketing’s revenue was ten million last financial year – I’m not sure what that equates to in profit – and you’re pitching with the big boys.”

This man had done his homework. “And?”

“And I’m suspecting you’ve had generous support from your father – ”

I stiffened and he held up a hand in response.

“But it takes more than some financial investment to achieve your sort of success. So I want you to tell me what’s worked for you and why.” He sat back and waited for my reply. Clearly he was used to getting his way.

“You want me to tell you the secrets of my success?”

He nodded, that irreverence I’d noticed earlier twinkling in his eyes.

“To what end, Paul?” I said his name carefully and noticed it had the desired effect. He shifted in his seat.

“So I can help you take Grounded Marketing to the next level, that’s why.”

“And why would you want to help me to do that?” I was no fool. I might be young but business alliances needed to be founded on trust. While my father’s recommendation came highly regarded, I’d need more than just an offer of assistance to talk candidly about my business. After all, Paul was virtually a stranger.

“Because it’s my way of making a contribution.”

“If you wanted to make a contribution you could do that through your own company, mentoring your own staff internally,” I pointed out.

“I already do that. I wanted to take it a step further.”

“Why me, then? There’s plenty of other things you could do to contribute. Your company could support a charity.” This man was smart. I could tell there was more going on here than what he was saying.

He sat back in his seat again. “Well played. You’ve already given me an answer, by the way.”

“Excuse me?”

“You didn’t need to tell me your secrets, Madeleine. Your actions just did.”

“I didn’t tell you anything.” I couldn’t decide if his arrogance was appealing.

“Yes, you did. You’re a negotiator, backed by a sound intellect, and you don’t make decisions lightly. You consider them. You do your research. But you’re a woman of action.” He nodded as the waitress bought us our coffee. “
You
are the secret of Grounded Marketing’s success.”

I reached for my mug, my arm shaking slightly at his insights. “What I’m still trying to figure out, Paul, is what are you getting out of this?”

“More than I expected, actually.” He grinned at me, well-worn laughter lines crinkling his features.

My eyes widened at the unexpected humor and the odd effect his smile was having on my stomach. I simmered silently, while he took a sip of his coffee. I was annoyed by his confidence and by my reaction to him. Why wouldn’t he give me a serious answer? It was time to turn the tables on him.

“Alright,” I said. “I’ve got some questions for you: what have you got to offer me and why should I trust you?”

His grin faded as he considered my question. After a moment, he set his coffee down and looked at me. “I’m where you want to be in ten years’ time. I started my business a decade ago and today NTRtain Media employs one hundred staff and services the biggest television and media clients in the country. We operate in different sectors but I believe the challenges are the same. You could learn from me, Madeleine. I’ve faced the staffing issues, the growing pains of going from a small to a big business. And more importantly, I’ve won the pitches.”

He’d just said the magic word: pitches. That was where I was right now. I was out there pitching Grounded Marketing, trying to win the favor of the big brands.

“So let’s start with the pitches, then,” I told him. “I’m about to pitch to a big bank and I want their business. It would double our revenue, increase our current staff and skyrocket our reputation. How can you help and why should I trust you?”

Paul’s lips transformed into a slow, lazy smile and I was reminded of how little I knew about this man. “Bring me in on the pitch. I want in. The meetings, the strategy, all of it. I’ll make the time to help.”

I sat back in my seat and released a long breath. That was quite an offer. “Why? This is a confidential pitch. I need to know I can trust you,” I repeated.

“You can trust me.” His blue eyes were fixed on mine.

“I still need to know why. I’m stubborn, if you haven’t noticed.”

“It’s a good quality to have,” he returned smoothly. “I’m serious. Too many people view it as a negative trait, but if you’re going to succeed in business you need that sort of tenaciousness.”

“Thanks.” It was my turn to offer him a smile. “You still haven’t answered my question.”

He laughed and I like the way it was soft and deep. Then his expression sobered. “The truth is, I’m bored, Madeleine. I’ve built my business. We’ve won the big clients and I’ve got capable people working for me. I love the challenge of pitching. I miss it,” he finished earnestly.

This man was full of surprises. “So why not leave? Start a new business? You’ve obviously got the capability and talent,” I said.

“It’s not possible.”

“Surely – ”

“Surely I would have done it already if I could.” His voice was terse and his words clipped short.

I closed my mouth. I wanted answers, but now wasn’t the time to push him on it.

“Alright,” I said eventually. His offer was too good to refuse. Someone with his pitching experience could mean the difference between winning and losing this piece of business. “You’re in. Next pitch meeting is Thursday three pm in my boardroom.”

He nodded, satisfied. “Send me a meeting invite, along with all the documentation I’ll need.”

“Are you sure you know what you’re getting yourself in for?” I asked. “I’m not a prima donna, but this is my company and it’s my show. You should know that.”

He replied with a relaxed smile. “I’m looking forward to it.”

“Dillon Singh. Tall, dark, handsome. Twenty-eight years old. And earning a killing working in IT for a big bank,” Scarlett concluded.

I sat back and observed my three girlfriends, who were looking very pleased with themselves. They’d been at me all week to go on a date with the guy.

“I suppose I deserve this,” I muttered.

Cate reached over and squeezed my arm reassuringly. “You deserve to be happy.”

Ever the optimist, Cate Harmon’s bright green eyes stared back at me. Cate was the completion of our little quartet. She was using all her charm to convince me that blind dating was a good idea. Despite her sunny outlook on life, I wasn’t convinced.

“Whose idea was this one?” I asked dryly.

Cate’s hand shot up and I reached out and pushed it down lightly. Honestly, it was hard to get angry with her. Cate was just so damn pleasant.

“Owen from work knows him. I’ve met him briefly once or twice and he comes recommended as a really decent guy.” Cate brushed her straight, shoulder length blond hair away from her face and leaned in to look at me intently. “Aren’t you just a little bit curious?”

Curious? Yes. Scared? Definitely. I was still recovering from Scarlett’s speed dating evening, although admittedly Cate’s recommendation held more promise.

“Oh, alright. I’ll do it,” I told them. Cate squealed and looked ready to jump up and dance for joy, so I gave her a firm look. “But if I go and it doesn’t work out, do you promise you’ll leave me alone?”

Cate nodded quickly, trying to look chastised but not really succeeding. “Even if there’s no spark, you’ll still really like him. He’s that kind of guy.”

I couldn’t take any more build up for fear it might actually set my expectations at a reasonable level. I picked up my menu, making it clear the conversation was over and we should order, even though I already knew exactly what I was going to have.

We were at our favorite noodle bar in the center of Sydney. We met here after work at least a couple times a month, if not weekly.

I put the menu back down and looked at Cate, because Dillon was her idea. I supposed it was only fair after four years of building my business and not one notable male in my life during that time, they’d decided to get involved.

Cate wore her usual conservative business suit, her corporate uniform of sorts. The way she dressed always struck me as plain, but she’d built her career as a business accountant and the look came with the territory, I figured.

She put down her menu too and grinned at me. “What?”

I couldn’t help myself and grinned back in response. “How’s the new job?”

“Wonderful! Best thing I ever did. If the next three months go as well as the last three, then I’m definitely going to consider it long-term.”

I nodded, genuinely happy for my friend. She’d had a disastrous previous year. In a moment of weakness, she’d fallen for a married partner at her accountancy firm. Distraught at becoming the “other woman” – Cate was one of the most moral people we knew – she had dumped him, her job, and left the country for six months. On her return, she’d opted for a career shift and taken a role as a financial planner.

“It sounds just as boring as business accounting if you ask me,” Scarlett said.

Cate shrugged, used to Scarlett’s blunt opinions. “To an outsider it would, but it’s much more interesting. And rewarding.”

Scarlett still didn’t look convinced, but Christa nodded at me. “She’s so much happier.”

Christa would know, since the two of them shared an apartment together. They’d lived in Milsons Point overlooking Lavender Bay for the last four years.

“Shouldn’t we be trying to find you a man, Cate?” I suggested, with just a hint of mischief. I laughed when she screwed up her face dramatically.

“You’ve had your sabbatical from all things man-related thank you very much. Now it’s my turn,” she replied pointedly.

I didn’t push her on it and noticed Scarlett and Christa didn’t either. We were just glad to have our happy Cate back. If she was content to be man-free, so be it.

“Oh, wow,” Christa interjected, as if suddenly remembering something. “Speaking of men, you should see Maddy’s mentor, girls.”

I raised an eyebrow at Christa. I hadn’t realized she’d seen him.

Scarlett turned and stared at me intensely. This was her way of asking for more information.

I sighed and shot Christa a look. “Don’t remind me. He really was something, wasn’t he?”

“And this is a problem why?” Scarlett’s low voice was serious.

“We all know it wouldn’t be a problem for
you,
Scarlett. For the rest of us, mixing work with pleasure isn’t a good idea,” I told her.

Scarlett shrugged, while Cate looked excited. “Who is he and what’s he like?”

“Paul Neilsen, owning partner of NTRtain Media in North Sydney. He’s big business. He’s agreed to mentor me and now he wants to help with a big pitch I’m working on. The offer was too good to refuse.”

I’d done some of my own research since our first meeting earlier in the week. Paul hadn’t been lying. NTRtain Media had been in operation just over ten years, employed one hundred and five people and their annual revenue was enough to make me choke on my coffee.

“That’s exciting,” Cate agreed. “Is he cute?”

While I contemplated the word cute, Christa jumped in. “Depends if you think Daniel Craig is cute,” she said.

“Ooh. Older cute. Nice,” Cate concluded.

My mouth twisted into a wry smile. Paul Neilsen was definitely not just “cute.” I hadn’t been able to get him out of my thoughts all week. I tried to tell myself it was because he’d be working on our pitch, but I wasn’t into self-delusion. The man was arresting and I was secretly pleased I’d be spending more time with him.

“You’re awfully quiet, Maddy,” Scarlett observed.

“Hmm?” And he was tall. He was really tall. And those eyes.

Scarlett grinned like a Cheshire cat. “Looks like someone is interested in her mentor,” she teased.

“Hmm?” I said again, and then stopped daydreaming when I realized what she was getting at. “Oh! Not seriously. He’s at least ten years older and he’s probably married. With kids.”

“Oh my God, he might be nearing forty. How terribly old,” Scarlett drawled.

We all burst into fits of giggles, which was very immature of us. It was a well-known fact Scarlett liked older men. Actually she liked all men, regardless of age, but she did have a particular penchant for the more experienced male. At last check, she’d been with a man in his late fifties and didn’t have any complaints.

“Alright,” I managed when our laughter subsided. “So forty is not that old. I just meant he’s probably not an option for me.”

“You won’t know if you don’t find out,” Scarlett challenged.

I frowned. “True. But I think it might be a better idea to concentrate on winning this pitch first, instead of distracting myself with Paul’s potential relationship eligibility.”

“Besides, we’re going to line up a hot date with Dillon!” Cate looked ready to get on her mobile and set up the blind date that instant.

“Relax, Cate. I said I’d do it. How about you email me his details and I’ll contact him directly?” I suggested.

“Sure.”

The conversation moved on to other topics – thankfully – and Scarlett and Christa had us in fits of laughter about their recent indoor rock climbing experience with Max. Scarlett had given Max a run for his money apparently. He’d been forced to concede rock climbing victory when he was required to rescue Christa from hanging upside down – four times.

It was no wonder I hadn’t felt the need for a man in almost four years. With friends like mine, life was good.