This Special Report focuses on improving lawyers’ performance in one of the most challenging areas of their work: pitching for business. In today’s competitive market, making your work stand out from the crowd is essential – not only for winning new business but also for the future success of your firm. Whether pitching to a group, responding to a tender or having a one-to-one meeting, the ability to deploy a combination of effective marketing communication techniques, in-depth audience analysis and meticulous preparation will improve the quality of your pitch… and increase your success rate.

This must-read report takes a practical approach and offers a clear process for improving your pitching and responses to tenders. It covers key topics such as common mistakes, audience analysis, message and tone, persuading, what research really means when pitching, visual differentiation, and cross-border pitching. It also includes feedback and case studies from in-house lawyers and partners who have seen the most outstanding – and worst! – of pitches.

In the final analysis, this report functions as an expert and informed guide to the pitch processes — and positive attitudes — that really work. As such, it is an ever-present help both for law firms and barristers’ chambers.
Elizabeth Robson Taylor and Philip Taylor MBE
Richmond Green Chambers

Rebecca Harding
Marketing and business development specialist, Saltwhistle Communications
[email protected]
https://www.linkedin.com/in/rebecca-harding-mcim-mcipr-fswwj-saltwhistle-22b508b/

Rebecca Harding is a marketing and business development specialist. She is the worldwide chairman of the Society of Women Writers and Journalists and was recently awarded Highly Commended Finalist in the UK Institute of Director's 'Non Executive Director of the Year'. She is a professional member of the Chartered Institute of Public Relations and is a retired vice chairman of the Chartered Institute of Marketing. Ms Harding founded Saltwhistle Communications in 2000 and has developed a portfolio of clients within the professional services industry. Clients have ranged from multinational firms such as accountants Deloitte, PwC and EY to law firms such as Stephenson Harwood, Norton Rose Fulbright and Weightmans, as well as international businesses such as WPP's Mediacom, J Walter Thompson (now Wunderman Thompson) and Mindshare.
Each client benefits from a range of services, including practice/ business consultancy, partner and board advisory services, marketing, pitching and business development, innovation workshops and communications solutions. Much of Ms Harding's current work is international and she works with firms to increase their international effectiveness, as well as helping draw together their international tenders/pitches.
Prior to establishing Saltwhistle Communications, Ms Harding was responsible for communications at Andersens. She also worked in marketing within the energy industry, with corporations such as BNFL, BP, ESSO and Shell.
Ms Harding was an elected politician. As a UK county councillor, she oversaw the Education and Young People brief, and was on the parliamentary list. She has held a range of positions, including being a member of the Institute of Chartered Accountants in England and Wales' Future of Practice Committee and a member of the Small Business Advisory Panel at the ACCA.
She is currently involved in a chat show for the BBC and has been quoted and published widely in trade journals, as well as national newspapers such as the Sunday Times.
In her spare time, Ms Harding has qualified as a yacht skipper and has trained as a game ranger in the Kruger, and as a falconer.