Matthew Fuller is Head of Business Development, Americas & EMEA at White & Case, based in London, UK. He has led global business development and marketing teams at Allen & Overy and Herbert Smith, and has run training programmes throughout the world advising partners on proposals best practice. Tim Nightingale is a founding director of Nisus Consulting, providing market research and client insight services to the professional services sector. He is a Fellow of the Chartered Institute of Marketing, a full member of the Market Research Society and a member of the Professional Services Marketing Group (PSMG). He is based in Kent, UK.
Inhaltsangabe
Chapter - 01: Introduction;
Chapter - 02: To pitch or not to pitch?;
Chapter - 03: What does the client want?;
Chapter - 04: Diversity;
Chapter - 05: Planning to win;
Chapter - 06: The procurement predicament;
Chapter - 07: Smart pricing;
Chapter - 08: Global citizenship;
Chapter - 09: Writing success;
Chapter - 10: Public sector pitching;
Chapter - 11: Presenting to win;
Chapter - 12: Following up and post pitch feedback;
Chapter - 13: Technology and tools;
Chapter - 14: There has to be a better way
Chapter 01: Introduction; Chapter 02: To pitch or not to pitch?; Chapter 03: What does the client want?; Chapter 04: Diversity; Chapter 05: Planning to win; Chapter 06: The procurement predicament; Chapter 07: Smart pricing; Chapter 08: Global citizenship; Chapter 09: Writing success; Chapter 10: Public sector pitching; Chapter 11: Presenting to win; Chapter 12: Following up and post pitch feedback; Chapter 13: Technology and tools; Chapter 14: There has to be a better way
Chapter - 12: Following up and post pitch feedback;
Chapter - 13: Technology and tools;
Chapter - 14: There has to be a better way
Chapter 01: Introduction; Chapter 02: To pitch or not to pitch?; Chapter 03: What does the client want?; Chapter 04: Diversity; Chapter 05: Planning to win; Chapter 06: The procurement predicament; Chapter 07: Smart pricing; Chapter 08: Global citizenship; Chapter 09: Writing success; Chapter 10: Public sector pitching; Chapter 11: Presenting to win; Chapter 12: Following up and post pitch feedback; Chapter 13: Technology and tools; Chapter 14: There has to be a better way
Rezensionen
"In essence, this book is for partners, directors, associates, BD professionals, those working in-house and anyone working in professional services firms who want to win more pitches or manage the process more time and cost effectively. The first edition was a hit and won an award at the 2018 Business Book Awards. And this second edition brings it bang up to date." David Morley, Former Senior Partner, Allen & Overy, (2008-16); Head of Europe, CDPQ (2021-)
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