How do you know which biglaw firm makes the best pitch for new clients?
“There’s a new ranking for that,” says Michael Rynowecer of BTI Consulting Group. “These seasoned clients have seen it all before. Or at least most of it. And they can spot a great pitch in an instant.
Clients want to learn and see a path to their goals.” Rynowecer is referring to the 22nd Annual Survey of Top Legal Decision Makers, in which almost 350 corporate counsel were interviewed.
The survey identified 30 firms that not only gave the best pitches, but also met their goals for a pitch.
While presentations remain common, there are different approaches too when securing valuable corporate work for the big law firms.
For instance, one-on-one conversations, the coffee meeting in informal surroundings and other interactions are all growing in importance.
As The Mad Clientist discussed last week, clients might not announce they are considering you for new work. So – if a client or potential client calls with questions be prepared to share your best and most specific thoughts. It could be they are considering you for new work.
The Top 30 BigLaw Firms
So who are the top firms for their pitch-making abilities?
Arnold & Porter
Constangy, Brooks, Smith & Prophete
Fish & Richardson
Gordon & Rees
Holland & Knight
Hunton Andrews Kurth
King & Spalding
Kirkland & Ellis
Morris, Nichols, Arsht & Tunnell
A number of the successful pitch entrants are on the LawFuel Prestige Law List, others are not. But when it comes to pitching, it’s all in the subtlety and the ability to ‘read the room’ in terms of meeting the potential client’s expectations