In spite of the playing field being competitive, some law firms have traditionally been relatively slow at adopting technologies that support their pitch generation, content management, and marketing functions.
Early adopters have, on the other hand, equipped themselves to save time, work more efficiently, achieve greater accuracy and consistency, and win more business.
We recently chatted to David Mead, Senior Vice President of Global Business Development at Qorus, about this. Here’s what he had to say:
Tell us about some of the pain points law firms experience when it comes to pitch generation.
We’ve seen a common need among law firms – and that is, having ready access to up-to-date content like CVs, and experience or practice descriptions, as well as the ability to use that content to create pitches.
Firms that haven’t adopted a sales enablement and pitch generation platform, like Qorus, typically need to pull content from different systems to put together a pitch, which can take a lot of time and effort.
When information is missing, content is inconsistent or irrelevant, or bios and resumes are poorly managed, the pitch generation process becomes even more difficult.
How does Qorus help firms maintain content accuracy?
Qorus Content Hub, our intuitive, fully Microsoft-integrated sales enablement and pitch generation platform, helps firms get to market fast with winning pitches.
It helps them to ensure that their business development content is up to date, consistent, and easy for everyone to find - especially since this content needs to be continually updated to showcase their latest experience and successes to clients and prospects.
With Qorus, teams can compile a perfectly branded pitch in Word, PowerPoint or Outlook within minutes, showcasing their firm’s best content, bios and experience, and helping them close more deals.
Updates to a firm’s website via its CRM are automatically replicated in Qorus and made available in proposal-ready formats. That means that bios, practice descriptions, and experience information will remain consistent across platforms.
How can law firms accelerate the proposal and RFP response process?
Qorus puts winning content at the fingertips of bid and business development teams (and attorneys) so that they can respond faster.
Our platform lets firms’ best minds create, share and collaborate on proposal and RFP content without leaving the familiar world of Microsoft 365.
Key stakeholders can locate, insert and personalize winning content, helping teams speed up the time it takes to answer complex RFPs, and close more deals.
Qorus can be connected to firms’ favorite CRM, SharePoint or OneDrive library, allowing them to easily tailor their content to each client’s exact needs. They can also track their clients’ engagement to understand which content is most valuable to them.
Who uses the platform?
Many firms rely on their business development managers or bid teams to compile pitches or respond to RFPs.
But, even busy attorneys (who aren’t always necessarily able to use sales enablement and pitch generation platforms often enough to become familiar with their functionalities) are able to quickly and easily compile perfectly branded pitches with Qorus Content Hub.
They can do so in Word, PowerPoint or Outlook, with little to no training. It’s that simple.
When would attorneys benefit from using Qorus?
Let’s say for instance, an attorney, Sarah, is meeting a high-value prospect for lunch. She needs to generate a quick overview of the firm’s practice areas with information on the key attorneys that could support their IP litigation against a competitor.
With Qorus Content Hub, Sarah is able to quickly select a template from her saved ‘favorites’, tailor it using smart fields, and generate the pitch. Sarah sends the pitch with a note to say that she’s looking forward to the lunch, and in just a few minutes, has been able to make a great first impression.
What’s more – Sarah can check which areas have most piqued the prospect’s interest by using Qorus’ Share & Track functionality. She goes into the meeting well prepared, confident, and equipped for smarter follow-up conversations.
Want to know more? Watch the video interview with David.