Pitching for new work  30/7/2010

Many commercial clients are taking the opportunity to ask their professional advisors to look at their fees and how they deliver their services.

Formal presentations may seem an excellent way to meet directly with clients to explain how we will do this but from the feedback I have had from clients, basic mistakes are still being made including:-

• using presentations that are clearly generic rather then tailored to the particular client situation, and going on for far too long,

• telling clients how important the firm is rather than finding out what is important to the client, and

• talking at clients rather than asking questions and engaging in a true dialogue



Given the opportunity to make a formal pitch for work, it is essential that your firm is able to identify the benefits that clients will get from working with your firm. I can provide practical help with how to achieve all of this. Please contact me on faw@westwood-associates.com.