So, you have received the telephone call saying you have been successful in the recent pitch and you now have a place on the legal panel of a blue chip company. Your pitch team worked hard on the proposal document, impressed the client with an array of ideas to bring to the business and scored a hit in terms of personal chemistry.
Congratulations and relief all around, no doubt. Perhaps even a feeling that the hard work is over and the fees will soon start coming your way? Well…! Winning the pitch is just the beginning.
How you develop the client relationship will set the whole scene and affect your ability to cross-sell services into the business. The stronger the relationship and the more tentacles you can put firmly in the client’s organisation, the greater your chance of retaining them long into the future when competitors will be attempting to woo your client with new ideas.
