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LAW FIRM
Pitch training from the in-house experts
In an increasingly competitive marketplace, where loyalty is a tradable commodity and where legal expertise is no longer a significant differentiator of quality, what factors increase the probability of your firm being invited to take part in an RFI process, and then succeeding in it?
The pitch process, either to join or to stay on a client’s panel, has become a crucial part of the lawyer’s business development skill set.
LBC Wise Counsel has helped numerous significant clients prepare for and run their panel set-up and panel review processes. We have developed research capability, selection criteria, procurement-style assessment, pitch interview content and negotiation strategies for national and international panels. Above all, we have unrivalled access to the strengths and weaknesses exhibited on all sides in this strategically crucial environment.
Now LBC Wise Counsel has developed a pitch training module for up to twenty-five junior and senior associates working in teams with the following objectives:- Simulation of a realistic multi-team pitch scenario (for up to five teams) based on an original case study which you will help to bespoke.
- Teams undertake some pre-event research and prepare a response to the client’s Request for Information (RFI) document.
- Pitch teams are given realistic timelines and scope to be creative.
- RFI responses are then assessed for clarity, ease of use, accuracy and alignment to client needs.
- Pitch interviews are scheduled and conducted over a single day.
- The pitch interviews will be assessed for the quality of presentation style, preparedness, creativity and alignment to client needs.
- Immediate constructive feedback is then given to each team relating to what clients are testing, how and why.
- The event can also be established as a reusable resource so that the materials are capable of being used many times and easily adapted from one specialist area to another.
- The design creates a potentially competitive environment in which teams from the same department vie with each other for the client’s panel position, helping the exercise become a team-building opportunity as well.
- Finally there is a detailed follow-up debrief to be held with all teams present on the evening of the pitch day.
Presenter
Paul Gilbert was an in-house lawyer for 15 years acting as General Counsel to two UK plcs. In 2000 he founded LBC Wise Counsel, the specialist soft skills training and management consultancy, and now works with in-house lawyers and law firms from around the world. Paul has presented at national and international conferences on a variety of soft skills themes in addition to his highly regarded soft skills workshops.
Fee
The proposal will be developed on a negotiable fixed fee dependent upon the activity agreed. The proposition, however, is predicated on most, if not all, component elements being present (from background briefing, materials development, set up, RFI review, interviews, feedback and full debrief) to ensure that the event is realistic and valuable.