pitching and proposal writing

12 things I learnt whilst helping a team of lawyers come 2nd in a £1 million competitive pitch – part 2

One of the first pieces of client work I did as a newly independent coach and trainer was supporting a pitch team of a top 100 law firm go out and come 2nd in a multi-million tender. That experience taught me a lot, and the second part of this 2-part blog post there are the remaining 6 tips to help …

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Business Development Clinic: 7 deadly business development mistakes – which ones are you making? (part 2)

The days when you could get to partnership as a brilliant technician are long gone.. Even if you only work on very big ticket items, to get to be a Magic Circle, Big Law, big 4 partner or partner at a large firm you still need to have proved your ability to win work and be seen …

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Business Development Clinic: What’s the best way to turn a client’s need into a want?

For most professionals, our biggest competitor is not the firm down the road, it’s actually a client’s inertia or belief that they can do what they need to do without your services. I.e. you and they both know you have a ‘need’, but not a ‘want’ for your services. So, what can you do about …

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Business Development Clinic: How can I increase my success rate in sales meetings?

Typically most professionals will need to have a face-to-face meeting with a prospect before converting them to a client. Very often these meetings can make or break a potential adviser/client match made in heaven.  Here are our tips to make sure you get the most out of these meetings: 1. Bring another person with you …

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partnership track

Business Development Clinic: How to cope with objections from potential clients

You are in a business development meeting with a juicy new potential client, and then it gets awkward… I am wondering whether you are too big/small for us My concern is whether this project will get us the results we need Your fees seem to be quite expensive Do you think you have the people …

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Business Development Clinic: How to write a proposal which will help us win a competitive tender? Part 2

This is the second part of a 2-part blog post – the first part can be found here. Read on for more tips to help you win that bid.  Use diagrams wherever possible As the saying goes, a picture is worth a thousand words, and this is very true for proposals. Many people find large …

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Business Development Clinic: How to write a proposal which will help us win a competitive tender? Part 1

In this first part of a two part blog post, we will share our tips to helping you write winning proposals. What’s your 10% difference? Unfortunately much of what you put in your proposal will be mirrored in your competitor’s proposals. The market standard is what the buyer expects from all of their proposed suppliers. …

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