Helping fee earners prepare the perfect pitch
Marketing and business development delegates will develop a step-by-step approach to support fee-earners in effective pitching and tendering. This intensive online workshop covers a wide range of relevant skills (including selling), research, resources and processes to help prepare perfect bid documents and pitch presentations and thus increase the conversion rate.
Topics covered
Introduction (Exercise: Challenges)
Module 1 – Process and Plan
• Sales and pitch processes
Exercise: The role of M&BD
• Systems and metrics
• Before the pitch (Go/No Go)
• Research and empathy
• Connect the team with the client
Module 2 – Sell and Write
• Develop the sales strategy
Exercise: Messages and value propositions
• Structure the document
• Write persuasively
Module 3 – Present and Learn
• Design the presentation structure and content
• Prepare the fee-earners’ delivery and interaction
• Learn after the pitch
Exercise: Meeting the challenges
Summary and conclusions
Pricing
First attendee £270 +VAT
Second attendee £260 + VAT
All subsequent attendees £250 + VAT
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Cancellations/Substitutions
Due to the restricted number of places, refundable cancellations are only accepted up to one month prior to the workshop or within three working days of an invoice being issued that is dated within a month of the workshop date. A cancellation fee of £50 + VAT will be incurred per person. Substitutions can be made at any time. PMI reserves the right to cancel with no liability beyond refund of fees paid.
Eligibility
This training course is open solely to member firms of the PM Forum, a worldwide group of over 3,000 marketers in professional services firms.
Speaker
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Kim TassoRedStarKim LtdKim Tasso has worked within and for over 200 professional partnerships in the legal, accountancy and property sectors for over 20 years and continues to do so as a management consultant.
She also has direct client exposure from working with organisations in the technology, education, creative, media, real estate and not-for-profit sectors.
Unusually, she combines psychology, marketing and business qualifications so is effective as both a professional trainer, facilitator and coach and also as a subject matter expert in a variety of strategy, marketing, selling and relationship management topics.
She is highly rated as a trainer and coach for lawyers, accountants and surveyors and also lectured on Chartered Institute of Marketing (CIM) professional marketing qualifications for Cambridge Marketing College.
She is the author of books on soft skills, growth strategies, business development, media relations and business development and a prolific conference speaker and journalist. She is also a member of the PM Magazine Advisory Board.
