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Vol 22 No 11 Nov/Dec 2017

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Cover of The Law of Contract Damages

The Law of Contract Damages

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Pitching to Win

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ISBN13: 9781783580279
Published: May 2013
Publisher: Ark Group
Country of Publication: UK
Format: Paperback (90 pages)
Price: £73.43



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Pitching for new work is a time consuming affair. In fact, if you add up how much fee-earner and support time it takes (meeting with clients, planning, drafting, presenting, and debriefing) the average opportunity can cost you around £10k.

With no active management of the process, the average win rate is approximately 35 per cent. However, with a rigorous process in place, you can increase this rate to win over 80 per cent of new work.

With Managing Partner’s handbook, Pitching to Win, you will learn the key steps involved in the pitch process, and how to improve your chances of winning even the toughest pitch at each vital stage. Find out how to:

  • Make informed stop/go decisions on RFPs (saving time and money for the firm);
  • Put together the perfect pitch team;
  • Plan, write, and review the pitch to ensure your proposal makes it to the next level;
  • Confidently present your firm’s pitch as a team;
  • Implement a successful post-pitch debrief strategy; and,
  • Win more work!
In the ‘mini pitch’ you’ll also learn what processes and procedures need to be in place for even the shortest, quickest, and smallest of opportunities.

PLUS…Contained within the complimentary CD-ROM, you’ll find all the templates, checklists, and tools featured throughout the report which should prove invaluable when planning your pitch. These include:

  • Pre-pitch scoping questions;
  • Fee and pitch strategy checklists;
  • Crib sheets for different fee models;
  • Presentation rehearsal guidelines; and
  • A debrief questionnaire.

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Subjects:
Legal Practice Management
Contents:
Chapter 1: Pitching and sales opportunities
Chapter 2: Stage one – Receiving the invitation
Chapter 3: Stage two – Pitch team and planning
Chapter 4: Stage three – Produce the document
Chapter 5: Stage four – Presentation
Chapter 6: Stage five – Results and feedback
Chapter 7: The shortcut version – The mini-pitch and toolkit
Chapter 8: What the future holds