Brad Vynalek featured in article “The Question You Need To Ask Every Prospective Client”Law360 10/02/14
Following is an excerpt:
The questions you ask a potential client in a pitch meeting can make the difference between winning or losing millions in business. So, what is that million-dollar question you need to ask? More than 30 attorneys told Law360 the one question they always pose to woo new clients.
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Bradley C. Vynalek, Quarles & Brady LLP
“The key component of winning a pitch is how you prepare. Your team needs to be comfortable with each other and have a rapport. You need to assign specific components of the pitch and practice. And you need to study the client in advance. What are their real issues? How is their industry changing? Above all else, the questions you ask should be directed to any internal champions before you get to the pitch. Pre-interview to get a sense of how your offerings match their needs. Winning a pitch is less about asking the right questions and more about listening."
Originally published in Law360, October 2, 2014