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Enjoy it! Find ways to contribute to the conversation but don’t feel pressured to do so constantly. I’ve been in pitches where very senior, respected partners are quiet and let someone else lead the conversation so no shame in doing that at all. Ask the pitch team where they’d like you to contribute in advance.
What area of law and what year are you? Assuming a partner will be overseeing and you have a practice group marketer to assist?
Thank you. I’m definitely excited about the opportunity because I’m the only associate on this cross-group pitch. Luckily, I have a mentor who is not on the pitch but walked me through how one usually works and how to prep.
- Don't be scared to ask the prospect what they want / how they would prefer to work (e.g. if you know their emails are already swamped, would they prefer weekly or monthly round-ups). This way you can distinguish yourself as someone who listens, cares and can tailor your service to their needs
- Don't be a robot. Personality matters. So even if it's decided you'll take more of a back seat in the meeting, try to make sure you at least get to say something that helps build a more personal connection with them
- Don't underestimate your importance to the client - if you're not leading the pitch, then I presume you're on a lower hourly rate. In my experience, in-house don't want to pay a partner rate unless the particular matter calls for it. Likelihood is they'll have (or at least should have) more contact with you/your work on the day to day stuff. This is a selling point. It means the firm can offer different levels of experience and qualification according to the task at hand.
- Don't underestimate your importance to your team - if this is your first pitch, then you can offer a fresh perspective on things. Possible that they are recycling same material / techniques that might need some 'modernization'. Be bold enough to make suggestions
- Be clear beforehand what your role will be on the client work and in the pitch itself
- Research the business as much as you can - seems obvious but Partners sometimes don't have capacity. If you can answer a question or address a point in the pitch with a real-life example or reference to the business, you'll set yourself apart
- remember that even if you have a smaller role to play in this pitch, you want to be remembered because one day it will be your turn and they may come back to you personally
Enjoy it. Good luck