“Hey, come on! We’re going on a pitch meeting.”
Wow, what a terrible idea that is. Most lawyers believe that the key to rainmaking is to make a pitch.
In reality, the best way to EARN new business, is to ask, listen, understand and demonstrate empathy. A consultative approach is much more likely to drive trust and urgency to change, versus a dog and pony show presentation.
Watch this interactive video of Steve Fretzin explaining the keys to getting new business… without the sales-pitch!