We submitted a tender and were invited as the second stage of the tender process to conduct a presentation. Prior to presenting, we allocated a lot of time to prepare as a team, and also conducted research on the client, completed a PEST analysis, analysed behavioural profiles and likely concerns of the people who would be in the room, and identified what we could foresee were likely to be the top five key issues for that organisation going forward (and not necessarily where we could provide a legal solution).
The organisation was blown away! We think they probably asked about five firms to present. They initially were looking to appoint a panel but decided to appoint us as a sole provider and said that they had no choice but to do so!
By putting the client at the centre of the conversation, we were able to demonstrate our knowledge and understanding of their business beyond just our legal technical skills. This is a significant win for our business not only because it is of high value, but also because we have been courting them for two years without much of a nibble. So, thank you. We will be adopting this approach to all of our presentations going forward.