As companies actively seek to cut costs, more law firms are being invited to pitch for their business. John Timperley looks at how to select the appropriate client and how to deliver a profitable pitch
Reports from the legal sector suggest that panel reviews are increasing in the current downturn. Invitations to pitch are being created as clients seek to review their professional services expenditure and look for cost savings where possible. Given the time and energy required for each pitch, a law firm could quite easily burn a hole in its profitability when it comes to client acquisition. So how do you select the pitches you have a realistic chance of winning? And how do you avoid repeatedly wasting energy and writing off valuable time?
