Time to read: 2 minutes

You are asked to put together a proposal for a big client who could bring in significant business. You invest a huge chunk of time gathering information and fashioning it into a saleable product. You and your colleagues are proud of your efforts; you are certain you have created a winner that exceeds the client’s every need.

A few weeks later, you’re notified: You have been selected to present your proposal in a competitive pitch. You feel prepared and ready to perform at your best.

The hard truth? In a competitive pitch, the client often views the content of top-tier firms as equal. How you show up is what determines the winner.

But there is one problem: You may lack the specific skills required to win. You think you have covered all the bases, but what good is brilliant content if the presenter is nervous, disengaged, or unclear? Content counts, but presentation sells.

To make your firm stand out, you must master the Power Props of a superior client presentation:

The Power Position: How will you present? At a conference table? If so, remember to adjust your chair to its highest setting. Even seated, you must be in a power position.

Strategic Eye Contact: Are you making direct eye contact with the key decision-maker? Do you know how long to maintain that gaze before shifting to another decider?

Camaraderie Factor: Do you take time during the pitch to make eye contact with your own colleagues? You should. The client needs to see genuine chemistry and trust within your team. When a colleague presents, what is your posture? You are being evaluated even when you are not speaking.

Body Language and Tone: Are you leaning forward when making a key point? Are you emphasizing your expertise with the appropriate tone of voice?

The PowerPoint Trap: If you stand to give a presentation, are you looking at the screen instead of the decision-makers? Are you using your body as a power prop? Are your slides easy to read?

Logistics and Flow: Where are your laptop and notes? Did you maximize the position of your visual aids? Are handoffs to colleagues seamless, or do they feel disjointed?

Likeability and Engagement: Do you come across as likeable, professional, and passionate about the job? Or does it feel "all about you"? Do you ask open-ended questions to get to the root cause of why they need help?

I recently worked with a client who practiced these and other secrets that set their firm apart. In just one day, that team became more confident by mastering the precepts of a superior presentation. A few weeks later, they won the pitch.

Winning pitches is an art. Top law firms invest in presentation skills because they know the payoff is huge. When you combine great content with exceptional delivery, you are not just competing, you are winning.

Take Action

If your firm is losing pitches it should be winning, it’s time to focus on how you present, not just what you present.

Want to sharpen your team’s edge before your next pitch? Reply directly to this email to schedule a brief diagnostic call to discuss your upcoming opportunities and how we can ensure you walk out with the business.

About Jeff Wolf

Jeff Wolf is a nationally recognized coach and consultant for law firms. Featured on NBC, CBS, CNBC, Fox, and the Legal Broadcasting Network, he helps lawyers and firms build stronger teams, attract and retain clients, and achieve sustainable growth through leadership and business development strategies. He is founder and president of Wolf Management Consultants, LLC, and the author of two books and numerous articles on business development and leadership.

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