The tendering process has become a more time consuming, competitive affair...
Taking into account the fee-earner and support time it takes to work on a pitch, (including external/internal meetings, production, presentation, and debriefing), the average opportunity costs around £10k.
This is particularly appropriate, given the increasing pressure on fees and more clients insisting on firms tendering for all pieces of work. Firms are finding themselves having to tender for services that previously may have been given to them with no tendering involved. Not only that, the tendering process has become more competitive.
With no active management of the process, the average win rates are around 35 per cent. With active management, these rates can increase to winning over 80 per cent of new work. There is an argument as to whether the pitch process is an art or a science. Reality is that it is a bit of both, but your chances of winning can be increased with a rigorous process in place.
This book explains the steps involved in a pitch process and how the chances of winning can be radically improved by following best practice guidance in each of the steps.
Chapter 1: Pitching and sales opportunities
Chapter 2: Stage one – Receiving the invitation
Chapter 3: Stage two – Pitch team and planning
Chapter 4: Stage three – Produce the document
Chapter 5: Stage four – Presentation
Chapter 6: Stage five – Results and feedback
Chapter 7: The shortcut version – The mini-pitch and toolkit
Chapter 8: What the future holdsContents and Executive Summary