Sorry, Edison: for lawyers, it's 99% preparation.

Janet Ellen Raasch's "How to 'pitch' your legal services: The preparation factor" on her blog Constant Content. Winning new work isn't always about being cheaper or being in more cities or having a bigger team. Most of the time, winning comes from just being prepared, from knowing what the client needs, from knowing what your own firm can do, from articulating -- in terms the client understands -- how you can help them achieve their business objectives. This post (and parts one and two in the same series) provide good, practical, advice on doing just that.