Pitching and Tenders – Nine top tips and client feedback (June 2019)

Posted on: July 5, 2019

I’ve led several public courses on tendering and pitches recently (e.g. through Professional Marketing Forum https://www.pmforum.co.uk/training.aspx) and for professional service firm clients on an in-house basis. Here’s a round-up of the points that had most resonance on pitching and tenders – Nine top tips and client feedback: 1. Have a pitch process  You can spend […]

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Book review – “Strategic tendering for professional services” by Matthew Fuller and Tim Nightingale

Posted on: May 11, 2017

It’s about time that there was a new book on strategic tendering for professional services. It’s too long – 1993 – since John de Forte and Guy Jones wrote their ground breaking “Proposals, pitches and beauty parades”. Whilst I valued Basil Sawczuk’s “Creating winning bids” in 2013 it is focused on the property and construction […]

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Do perfect pitches need proper processes?

Posted on: October 8, 2015

I’m just back from a fabulous session with lots of marketers and business developers from law firms, accountants and wealth managers at the PM Forum training session on “Helping fee-earners prepare the perfect pitch” http://www.pmforum.co.uk/training/ Thank you Addleshaw Goddard for hosting the event – your breakfast and hospitality staff was amongst the best we’ve ever […]

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Client feedback: Trends in law firm panel tenders

Posted on: January 16, 2014

To support the training in the “Helping fee-earners prepare the perfect pitch” session I present for PM Forum http://www.pmforum.co.uk/training/ (the next scheduled session is on 6th Feb),  I regularly review trends and developments in pitching in the professions. Using information reported The Lawyer magazine, here are my observations on the trends in law firm panel […]

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