Digital White Papers

MBD 17

publication of the International Legal Technology Association

Issue link: https://epubs.iltanet.org/i/817020

Contents of this Issue

Navigation

Page 32 of 40

MARKETING AND BUSINESS DEVELOPMENT 33 WWW.ILTANET.ORG | ILTA WHITE PAPER Proof of Experience: The Key to More Successful Pitches Proof of Experience: The Key to More Successful Pitches by Ma Thompson of Foundation Soware Group The phone rings at 6:00 p.m. You look at the caller ID and see it is one of the more demanding partners in the firm's private equity practice. You take a deep breath, pick up the phone, and a frantic voice says, "Thank goodness you're here! I couldn't reach anyone in business development. The pitch I thought I would be delivering next week is now happening tomorrow. I need a list of all of our cross-border private equity deals over €1.5 billion in Europe the past two years." You remember hearing about a similar situation with this partner last year. That time, a business development manager pulled an all- nighter gathering the information the partner requested. Despite heroic efforts, the delivered report was missing several key deals. The partner was justifiably angry, and the firm lost the pitch. You smile to yourself and say "Let me see what I can do." In the past year, you have implemented a state-of-the-art, firmwide experience management solution to handle these types of requests. You run a search against your database to find the maers that meet the partner's granular criteria, pull the ones where you have permission to use the client's name and output a nicely formaed, branded report. Minutes later the partner calls you back to say "I didn't even realize we had done all of those deals. How did you pull this together so quickly?" You are proud that your solution delivered results. No all- nighter for you, and you have made an important partner happy. Even beer, the pitch goes well, and the firm wins the work. Is such a scenario possible? Yes, but it takes commitment. With modern technology, strong data management and well-designed workflows, your firm can implement an experience management solution to reduce the stress of supporting pitch materials and deliver more wins.

Articles in this issue

Links on this page

Archives of this issue

view archives of Digital White Papers - MBD 17