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A strategic perspective on winning more business through pitches

By Andrew Hedley, Director, Hedley Consulting

21 August 2015

Law firms are being subjected to ever-more demanding pitch and tendering processes. Larger firms have teams dedicated to the winning of such business, whilst smaller firms tend to have a client partner who leads the firm's response to such opportunities. Across the spectrum, there are some overall guidelines which, if followed, can help to improve win rates.

The pressure to grow revenue streams has created an environment in which the default position amongst the unsophisticated is to pursue any opportunity, no matter how obscure. On any rational consideration, this cannot be sensible. Success in winning any mandate is, first and foremost, about selecting the right sort of work to try to win.

Looked at strategically, these will be engagements that play to the firm's strengths and leverage its reputation, allowing it to demonstrate value to the client in a way which is more...

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