Management: The winning pitch
Pitching for work is a vital yet often poorly thought-out area of activity for lawyers, writes Kevin Wheeler
Pitching for work is a fact of life for all commercial law firms and for many it is their most significant source of new business opportunities. The chance to pitch against other firms for a piece of work, or a place on a panel, is often the last stage in the new business cycle. The firm’s partners may have spent months, or even years, cultivating key contacts at the prospective client, identifying their needs, and positioning the firm as a potential provider of legal advice.
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