Ready to receive? Are you a ‘boiler plate’ person, – standard pitch with name changed – and expecting to win? Clients see through this. Instead, make time for research, call or meet the client to scope the work and really get under the skin of the issue. Ask yourself the question, “If I were them, why would I appoint this firm?” The answers to that question inform your pitch. Finally, check that it answers the client’s “So what? or “Who cares?” questions.