Pitch Training for Global Law Firms

One of the highlights of my year is working on the four Management Academy II programmes run by DLA Piper for senior associates and legal directors each year.  These are run in various global locations and the June iteration always takes place in Hong Kong – on this occasion a very wet Hong Kong!

I am heavily involved in the first three days of this programme with the first day spent looking at key aspects of law firm marketing and how lawyers can build effective netowrks by thinking the whole process through more strategically.  These sessions are a great mix of high level marketing concepts and more nitty-gritty, practical advice on how to develop a relationship network which will bring results.

Days two and three focus on simulating a client pitch – running from how to structure a client scoping meeting right though to eventually delivering a winning pitch. The scenario we have developed is very realistic and although it isn’t ‘real life’, it is as near to ‘real life’ as can be produced within a training format.  I know this because the delegates always say how stressful and exhilirating the whole process can be.

This is a great learning experince for lawyers at this stage of their development – it gives them the opportunity to try out new things in an environement which is realistic but not real.  We are always amazed at how much work and effort the lawyers put into the development of their pitches – often working together into the small hours.

On Wednesday we always go for a meal at the fabulous Hutong restaurant where this photo was taken.