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Pitching for Lawyers: Using Marketing Communications Techniques to Improve your Win Ratio

Pitching for Lawyers: Using Marketing Communications Techniques to Improve your Win Ratio

Author: Rebecca Harding - Saltwhistle
Publisher: Globe Law and Business
ISBN: 9781787422742
Published In: September 2019
Format: Paperback , 72 pages
Jurisdiction: International ? Disclaimer:
Countri(es) stated herein are used as reference only

List Price: HKD 975.00

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Description
Contents

Details

This Special Report focuses on improving lawyers’ performance in one of the most challenging areas of their work: pitching for business. In today’s competitive market, making your work stand out from the crowd is essential – not only for winning new business but also for the future success of your firm. Whether pitching to a group, responding to a tender or having a one-to-one meeting, the ability to deploy a combination of effective marketing communication techniques, in-depth audience analysis and meticulous preparation will improve the quality of your pitch… and increase your success rate.

This must-read report takes a practical approach and offers a clear process for improving your pitching and responses to tenders. It covers key topics such as common mistakes, audience analysis, message and tone, persuading, what research really means when pitching, visual differentiation, and cross-border pitching. It also includes feedback and case studies from in-house lawyers and partners who have seen the most outstanding – and worst! – of pitches.

I. Introduction

1. Getting started

2. Using this report

II. Where we are now

1. Where do the opportunities come from?

2. International pitching

3. Types of pitches

3.1 From the coffee…

3.2 …To the request for proposal or tender

4. Win ratios

5. Where do people go wrong when pitching?

6. Receiving poor requests for proposals from business