Pitching for business

Published by a ��˾��ҹ�� Practice Management expert

Practice notes

Pitching for business

Published by a ��˾��ҹ�� Practice Management expert

Practice notes

The importance for law firms of pitching for business has grown significantly. Many clients have limited funds for instructing lawyers and want to achieve ever lower prices and better value. As a result, law firms have to be more competitive and willing to offer more to win new clients and new business. The growing use of procurement managers has enabled commercial, institutional and public sector clients to implement challenging processes that achieve better value for money. With more clients going out to tender and competition intensifying, pitches need to be smarter than ever.

This Practice Note sets out a framework for pitching for business and highlights best practices required to succeed in a competitive market.

Requests for proposal/invitations to tender

Opportunities to pitch for business come in two main forms:

•
requests for proposal (RFPs)—these tend to be more general in scope and less prescriptive
•
invitations to tender (ITTs)—these tend to be more specific and exacting

Although both developed in the public sector, RFPs and ITTs are now commonplace in both the public and private sector procurement

Jurisdiction(s):

United Kingdom

Key definition:

Law definition

What does Law mean?

means: (a) any legislation, regulation, by-law or subordinate legislation in force from time to time to which a party is subject and/or in any jurisdiction that the Services are provided to or in respect of; (b) the common law and laws of equity as applicable to the parties from time to time; (c) any binding court order, judgment or decree; (d) any applicable industry code, policy or standard; or (e) any applicable direction, policy, rule or order that is binding on a party and that is made or given by any regulatory body having jurisdiction over a party or any of that party’s assets, resources or business;

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