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In the absence of differentiation, price is the ultimate deciding factor. It’s a painful truth to accept, but that is often what ends up happening with commodity sellers. Nobody wants that, nobody wants to get dragged into a price war where they have to resort to price concessions, but it’s really difficult to differentiate your…
Are you fed up of being a mute spare wheel in pitch meetings? Are you sick of being stuck behind your partners’ shadow? Do you wish you could exude charisma and gravitas so that you stand out for once? Many professionals looking for tips on pitching have asked us these questions, but what they didn’t…
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…
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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