Top Tips For Creating The Perfect Pitch
With an ever-increasing number of pitch documents being created, law firms need to be able to produce concise, well-structured and clearly articulated pitch content quickly and easily. Additionally, a well crated pitch will demonstrate a personal understanding of the prospective client’s problems.
In our previous pitch management report in which we surveyed 46 of the 100 largest law firms in the UK, almost every firm wants to make their client pitch documents unique, yet the overwhelming majority admit that they usually fail in that objective. The firms surveyed create more than 60,000 pitch documents a year and although 98% of them believe it is very important (70%) or somewhat important (28%) to make each pitch document unique, a remarkable 71% also admit that they do not create pitch documents that are significantly customised.
Creating pitch documents is a vital part of business development and something which should not be over looked. Setting your firm apart from your competitors is a sure way of getting your potential client’s attention. With the steady rise in the amount of pitch documents being created, your firm needs to be able to produce professional, sophisticated and aesthetically pleasing pitch content quickly and effectively.
We have put together some of our top tips for creating the perfect unique pitch.
Know your audience - Tailor your pitch to the prospective customer; what they are looking to achieve, what are their main problems and concerns?
Accuracy - Be accurate and up to date with your information.
Make your pitch engaging – Tell a bit of a story; why should they choose you?
Your USP - Explain exactly why your services are unique i.e. expertise and experience.
Your Competitors - Understand your competitors so as to make your proposal more appealing to your prospective clients than that of your competitors.
Use strong and convincing language – Positive words add to the appeal of the project; vague words will not provide clarity or confidence.
A Strong Impact - Ensure your graphics and designs give a positive first impression. If they are poorly designed, they will detract from the proposal itself, they are there to enhance and clarify.
Brand consistency - Ensure that you have a consistent branding across your pitch documents; it will not look professional for a client to receive totally different looking pitches from two different departments within the same firm – consistent branding enforces the strong brand image.
Transparent Pricing - Explain your charging model with clarity so there are no uncertainties or nasty surprises.
Formatting – All business readers skim documents on first review so use clever formatting such as headings and subheadings, white spaces, lists and tables and images to create an accessible and inviting document.
Review - Ensure you have a thorough review process for your proposals. Check for spelling, grammar and typo mistakes etc. but also that timelines, pricing, hourly estimates and other specifics are all accurate too.
Covering letter – A brief, professional but personal email or letter will be a nice touch for online or offline submissions.
Follow-up – Appropriate follow up is the final step in the proposal process. The document represents the value of your firm, yet the legal advice comes from people.
We understand the multiple stresses involved in creating a winning pitch document: gathering information from a variety of sources; making sure that all the information is up-to-date; drafting new key client content; tailoring content to suit client issues and requirements; formatting the document; and working to a tight deadline.
PitchPerfect encourages firms to centralise their pitch content and streamline the way in which they store, manage and update their information. By linking content seamlessly into Word or PowerPoint, users are able to steer clear of wizards and other applications that obstruct the flow whilst minimizing document corruption, and the duplication of content and effort.
PitchPerfect is built to your requirements, ensuring your firm’s language is used to make content retrieval easier and templates retain and ensure your brand’s unique content and design.
Through automating the process of creating pitches and other supporting documents, PitchPerfect gives you more time to focus on tailoring the pitch to meet the specific requirements of your client or prospect.