Proposals

Perfect Pitch Process – Don’t just parachute in the fee-earners

At a PM Forum - PM Forum training “Perfect Pitches” workshop for marketing and business development professionals earlier in the month, it was interesting that many delegates felt that they were expected to take a much larger role in managing the tendering process. Almost as if the fee-earners just wanted Read More

Book Review: Strategic Tendering for Professional Services by Matthew Fuller and Tim Nightingale (Second Edition)

Back in May 2017 I reviewed the first edition of this book strategic tendering. And I have been recommending it ever since. So I was delighted when the authors did an extensive overhaul of the contents to publish the second edition in 2022. This review concentrates on the newer material Read More

Pitches, tenders and proposals – Efficiency (systems) vs Effectiveness (selling)

At a PM Forum - PM Forum training workshop earlier in the month we welcomed an even number of law and accountancy firm delegates with a healthy number of consultancies also represented. Challenges were explored as we discussed topics including: pitch processes and plans, selling and writing techniques and presenting Read More

2024-05-23T10:15:43+01:00May 23, 2024|Accountants, Kim's Blog, Lawyers, Marketing, Selling|

Pitching, differentiation and competitor analysis

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. Some delegates were highly experienced in pitching (and their roles focused on pitching and tenders), whereas others were at the start of their journey and/or had only Read More

2023-06-01T11:28:30+01:00June 1, 2023|Accountants, Kim's Blog, Lawyers, Marketing, Selling, Strategy|
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