Strategic Tendering for Professional Services

"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-) *
"For too long it has been a case of General Counsel on the one side and private practice lawyers pitching or responding to tenders on the other with a whole load of assumptions and miscommunication in between. This book delves deep to answer the questions that don't get asked early enough in the process if at all, and that, if the parties fully understood and aligned on, would make for enduring and fruitful partnerships." * Alexis Alexander, General Counsel, Liberis *
"Pitching is a skill. It is an essential skill for a lawyer. This book will improve pitching skills. Frankly, you would be foolish not to read, assimilate and practice the advice it contains." * Nigel Boardman, Consultant and former partner Slaughter and May *
"Strategic tendering or pitching has never been more important - in fact, it has to be the number one focus for firms and BD professionals who really want to make a difference. A wonderfully insightful book written by authors who really do get it." * David McClune, Global Chief Marketing Officer, Hogan Lovells LLP. *
"This book is a recommended read for all those involved in competitive pitching in professional services and other markets. Its secret is to provide simple and practical guidance on the essential issues, backed and supported with concrete examples from real people in the real world." * Oliver Brettle Partner, Global Executive Committee Member, White & Case LLP *
"This is a very well researched and thoughtful guide for all those involved in the purchasing and provision of legal services. The holistic approach taken is market leading in every respect." * Andrew S Garard, Group General Counsel and Director of Corporate Affairs, Meggitt PLC *
"I can't count now many times lawyers and others have asked me for clear, relevant, practical guidance on their tendering efforts - and here it is. Essential reading for those focused on their businesses, their clients and their own careers. Goes without saying - highly recommended." * Patrick McCann, Director Learning, Linklaters LLP *
"This new edition neatly summarises best practice behaviours, is informative and easy to read, packed with useful tools and tips. I think this it is an invaluable read for anyone wanting to win more work in professional services in 2022 and beyond." * Paul Cripps, Associate Partner, Markets and Business Development, EY *