Making pitches work by Enable
Ideas into practice
AS PROVIDERS OF AGILE TECHNOLOGY AND BUSINESS CONSULTING TO LAW FIRMS ON FOUR CONTINENTS, ENABLE IS AT THE CUTTING EDGE OF DEVELOPING IDEAS AND PUTTING THEM INTO PRACTICE: WE DELIVER THE BEST NEW GENERATION TECHNICAL SOLUTIONS TO HELP PEOPLE LIKE YOU WIN NEW BUSINESS FOR YOUR LAW FIRM.
Having worked with many of the world’s leading law firms, we know how important it is to achieve the best outcome for our clients. We therefore understand the challenges facing you in delivering the best outcome for your clients.
Innovation is what drives us to provide technology solutions such as PitchPerfect: a resource for attorneys and law firm leaders who want to develop their practices and gain competitive advantage. But innovation means nothing if it is not reinforced by first rate service and support.
In examining the problems of producing the perfect pitch for clients and potential clients, this guide shows how PitchPerfect can deliver the right solutions that you need to make your marketing and business development team more effective and more efficient.
When helping to deliver business critical projects, we have a proven track record as a trusted partner. From the experience of our existing law firm clients, our passion for client satisfaction and service is self-evident: a distinctly personal approach to project and product implementation which provides bespoke solutions to individual problems.
In pursuit of the perfect pitch
BY PROVIDING INNOVATIVE IT SOLUTIONS, THE ENABLE TEAM UNDERSTANDS THE CRITICAL IMPORTANCE OF CREATING HIGH QUALITY PITCH DOCUMENTS. WHAT FOLLOWS IS A BRIEF OVERVIEW OF HOW LEADING PRACTITIONERS VIEW THE PROCESS.
The relentless pursuit of the perfect pitch is a continuous quest for every law firm. Any legal marketing professional knows this to be selfevident. For lawyers, as well as for marketing and business development professionals supporting them, success critically resides in their ability to sell themselves, their team, and their firm via a managed flow of well-crafted pitches that stand out from the competition.
So what defines a law firm pitch? In summary, it is any competitive formal opportunity to respond to an invitation to tender, or a proposal request. Pitches are increasingly evaluated by dedicated procurement teams of non-lawyers as much as by general counsel. This includes the ubiquitous panel pitches. Most pitches have three sequential elements: the prepitch process, the pitch document and the client presentation.
According to Richard Grove, Director of Marketing & BD at Allen & Overy (A&O), the key question is: "How the hell do you differentiate yourselves?" Given such intense pressure, what can partners do to address Grove's question and perfect their pitch so that it stands out above the rest?
Alongside partners, firms use specialist pitch teams to work strategically and seamlessly (how often do you read those words?) to achieve the best win rate. Specialists say that pitch volumes – formal and informal, proposals, requests for proposals, invitations to tender for getting on panels and for individual pieces of work – have increased dramatically. According to Adam Soames, head of clients and markets at Hogan Lovells: "They have grown exponentially and continue to grow exponentially."
Pitch and sell
to be longer and more complex," he explains. "At the other extreme, it may be a short email with a fee quote. For a capital markets transaction, it's very specific: there is a market price. It will last only a matter of days whereas a project can go on for years."