Pitching for Lawyers

In the final analysis, this report functions as an expert and informed guide to the pitch processes — and positive attitudes — that really work. As such, it is an ever-present help both for law firms and barristers’ chambers.

• Acknowledgements 6I. Introduction 71. Getting started 72. Using this report 11II. Where we are now 131. Where do the opportunities come from? 132. International pitching 143. Types of pitches 163.1 From the coffee… 163.2 …To the request for proposal or tender 184. Win ratios 185. Where do people go wrong when pitching? 196. Receiving poor requests for proposals from business 247. Pitching as the incumbent law firm 24III. The context 271. Know the competition 272. Know yourself 283. Relationship building 304. Contextual advantages 314.1 Profile building 314.2 Living your business values 32IV. Approaching a pitch 351. Do we want to pitch? 352. Do the preparation and research 383. Who are our targets? 394. Dealing with the procurement department 415. Panels 456. Personality traits 457. Putting together your account team 508. Unique selling proposition: why buy us? 509. Brand context 5110. Credentials 5311. The client’s specifications: reading between the lines 5412. Theme and style 5613. Pricing 5714. Drawing the relevant material and points together 5815. Good writing 6016. Visuals and design 6217. You think you are finished… then go the extra mile 6318. Getting in front of the client 6419. Face to face 6420. The presentation 6521. Feedback 6822. Now go and do it! 70About the author 71About Globe Law and Business 72