Pitch Training improves Sales and Improves the Top Line

Pitching is different to giving presentations. It has different rules and requirements.

Presentations are usually there to convey information.

Pitching is aimed at getting a decision. “Yes” or “No”. Generally this will be a Yes.

Examples:

  • Hire me
  • Promote me
  • Give me shares
  • Make me a Partner
  • (Don’t fire me!)
  • Hire us
  • Retain us
  • Extend our contract
  • Buy us
  • (Don’t cancel the contract)
  • Give us finance
  • Extend our Finance 
  • Marry Me
  • Forgive me
  • Acquit me
  • Select Me
  • Elect me
  • Re-elect me

Professionally prepared pitches have more impact, are more cohesive, more concise and deliver results you can measure. Professional pitch coaching generally covers its investment within weeks.

Lawyers often talk about finders, minders and grinders and how successful lawyers need to be competent at two of them, at least. Some partners in professional services are just finders or rainmakers. They bring in the business, they are sought after, well paid and their only real work is bringing in the business. They understand the importance of good pitches. In fact, they live off good pitches.

When you are next asking one of the questions in italics above, talk to me first!

(please also see Intensive Interview Preparation)

Any graduate trying to secure a training contract with the top city law firms will know the competition is tougher than ever this year. The number of applicants has soared even as contracts have become scarce. It’s not uncommon for a firm to interview 250 applicants for 50 places.

For my top-choice firm I knew I had to do something special. In the week prior to I-day, Peter gave me two telephone interviews. The first took me to pieces: it showed me all the gaps in my knowledge and the inadequacies in what I’d genuinely thought was my in-depth preparation. I had to go away and do some serious work.

By the end of the second interview I felt like I could handle whatever trick questions a panel of partners could throw at me. I knew exactly what I wanted to say, what was special about me and how to get that across to the interviewer. The confidence he gave me was invaluable. The firm offered me full sponsorship and a contract within a week. I really can’t recommend him enough.

Ghislaine Lawless 2.1 English Literature - BristolAshurst

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