How to Pitch a Prospective Client.

• Jurisdiction: United States
• Author: Murray, Michelle
• Date: 01 July 2016

Preparing your attorneys for a successful pitch is one of the most important ways you can impact the business development process. Preparation begins long before the actual pitch takes place. Attorneys' legal skills are presumed --it's their sales skills that will make or break the pitch.

A winning pitch takes the form of a conversation that builds a relationship and understanding with the prospect. Here are tips to help your attorneys succeed.

1 Articulate Your Value Proposition

What is the firm's value proposition? Well in advance of any pitch, the attorney must be able to, in a few short sentences, articulate why a prospective client should trust them to provide legal services. This is the opportunity to differentiate your firm and team from the competition. This may include sharing successful results or a specific certification that is relevant to the engagement.

2 Know Your Stuff

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