Creating a persuasive proposal document requires more than good writing skills. A number of different processes need to be carried out to the right timescale and in the...
There are rainmakers in most law firms that impress with their selling skills, but to many lawyers selling is an anathema—a frequent comment heard from lawyers is that...
General Date of meeting Chair/lead Date of RFP/ITT Prospective client Persons in attendance (names and roles) Agenda What is expected of the team at the...
General Date of meeting Chair/lead In attendance [(names and roles)] Date of RFP/ITT Prospective client Agenda Clarify: • scope of work we being asked to tender for • any...
Since the crash of 2008, the importance of pitching for business has grown significantly. Many clients have reduced funds for instructing lawyers and need to achieve...
The interview stage is your opportunity to present your proposal to the prospective client. Lack of preparation is the most common reason for losing at the interview...
Submitting a high-quality proposal document requires a combination of effective and efficient processes, committed capable people, careful attention to detail and tight...
Do’s and do not’s for effective presentations DoDo not Get ready physically and warm up, eg stretch and clench your hands then shake them and stretch the muscles in your...
Client’s needs CheckOutcomePerson responsibleDate Have we identified and fully answered every question posed in the request?Yes / No If no, which questions have we missed...
General information Client/target name Client/target representatives Project/matter[Describe what work you were tendering for. Was this within your existing range of work...
We’ve already passed the first hurdle by being invited to give a presentation but we must never take success for granted, especially with an existing client. Lack of...
Client details Name of client What business we are tendering for?[Include a brief summary of the business your firm is tendering for] Logistics and team Date of...
Evaluating and qualifying a potential opportunity is an important matter that requires discussion and research to inform the final bid/no bid decision. Questions need to...