Making your firm's pitch exemplary. But not in the "don't do this" way.

Mark Herrmann's "Inside Straight: A Tale of Two Pitches" at Above the Law. It's hard to say what makes a pitch successful. Or unsuccessful for that matter, though the anecdotes are generally a lot more interesting when pitches don't go well. Most of the time it's just a matter of degree, of nuance, of being able to convince the in-house team that you and your firm are smarter / more experienced / more efficient and that you really can help them better / cheaper / more quickly than the others. Herrmann's post gives a little bit of insight into those nuances, the ones that make the difference between doing it right and doing it wrong.