Edition #22 | Rethinking pitches, building BD habits, and tips to strengthen your rankings
Welcome to Edition 22 of Trifecta!
As ever, if you have any questions, or something or someone you specifically want to hear from, let us know, we’re all ears.
Beyond the document: Rethinking how law firms pitch
An interview with Tina Glover, Senior Manager, Strategic Proposals, White & Case
"The pitch document may open the door, but the relationship and how you make the client feel is what gets you through it."
Pitching is one of the most visible ways a law firm can show value — yet it’s often misunderstood. Too many proposals focus on formatting and fees instead of the bigger goal: building trust and connection with clients.
In Part 1 of this conversation, Tina Glover shares what separates great pitches from good ones — and why success depends as much on mindset and collaboration as it does on structure or design.
From the partners who treat every pitch as a chance to connect, to the role of curiosity in client conversations, Tina’s insights highlight a simple truth: winning work isn’t about documents, it’s about relationships.
Read the full article here.
BD habits that take under 30 minutes a week — and still deliver results
When business development feels like something you should do but never quite reach, the problem isn’t motivation — it’s scale. The most effective lawyers don’t rely on grand BD plans; they build small, consistent actions into their week that compound over time.
Here are a few simple habits that make a real difference:
- Send one personal 'keep in touch' email. A short, relevant note keeps you front of mind without feeling forced.
- Add value on LinkedIn. Two thoughtful comments a week build visibility and credibility faster than passive scrolling.
- Move one opportunity forward. A quick follow-up or check-in breaks the waiting game and reopens conversations.
- Share one insight internally. BD isn’t just external — internal collaboration often leads to unexpected opportunities.
- Book one future conversation. Staying connected before there’s a deal on the table builds stronger relationships.
The secret isn’t doing more — it’s doing less, consistently.
A 30-minute weekly habit slot is often all it takes to turn BD from a burden into a rhythm.
Read the full article here.
New: The Kickstarter Programme — build lasting BD habits for 2026
If you’re a senior associate who knows BD matters but struggles to stay consistent, this might be for you.
The Kickstarter Programme is a focused one-to-one coaching offer designed to help you build clarity, confidence, and momentum in your BD — without adding hours to your week.
Across three sessions, you’ll:
• Define your BD direction and niche
• Build a 90-day plan that fits around client work
• Learn how to track progress and show your impact
The January cohort of The Kickstarter Programme opens soon, with places limited to 10 senior associates.
Join before 15 December to receive a Business Case Playbook — a concise toolkit to help you translate your BD progress into a compelling partnership narrative.
Email Gemma to request the brochure
Tip of the month: make the most of the new rankings window
With the new Chambers and Legal 500 rankings out, now’s the perfect moment to review your submission strategy. Even small tweaks now can make a big difference next year.
Three quick wins:
- Refresh your referees – make sure you’ve included those who can genuinely speak to recent, high-impact work.
- Sharpen your matter summaries – concise, outcome-focused descriptions stand out more than long lists of details.
- Benchmark smartly – review competitors’ entries to spot gaps or trends you could address next year.
Need a quick diagnostic? Our Directories Audit Service reviews your last submission and gives you a priority fix list — no full rewrite required. Find out more here.
Not sure what to do next?
You have a few options:
View previous editions of Trifecta by clicking here.
Want even more content? Check out the insights page on our website here.
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