BEGIN:VCALENDAR
PRODID:-//Session events Calendar//IBA//EN
CALSCALE:GREGORIAN
VERSION:2.0
BEGIN:VEVENT
DTSTAMP:20260430T133146Z
DTSTART:20171010T093000Z
DTEND:20171010T104500Z
SUMMARY:The perfect pitch: what to learn from transactional real estate l
 awyers
DESCRIPTION:Although lawyers are chasing business all of the time\, occas
 ionally lawyers get asked to make a formal ‘pitch’ for business\, includ
 ing transactional real estate lawyers. This kind of opportunity initiall
 y results in great enthusiasm\, which is followed by the realisation tha
 t you will need to put a serious effort into preparing for the pitch whi
 le still fulfilling the rest of your daily responsibilities. That effort
  involves asking and answering a number of questions\, including:\n\n• H
 ow should you organise your pitch?\n• Who should be involved in the pitc
 h from your firm?\n• What should you try to find out about the target co
 mpany you are pitching before making the pitch?\n• Should you deliver an
 y materials to the target company before actually making the pitch?\n• W
 ho from your firm should attend the pitch?\n• What materials should you 
 bring to the pitch?\n• How should your firm follow up with the target co
 mpany after making the pitch\, but before the target company’s selection
  decision is made?\n• What should you do if you don’t win the business?\
 n\nThese and other questions\, and the challenges of pitching business\,
  will be explored by our panel of experts\, some of whom have been on bo
 th sides of such pitches during their careers.
LOCATION:Room C4.11\, Convention Centre\, Level 4
UID:3d74a30d-35dc-488a-8837-8e95149f5783
END:VEVENT
END:VCALENDAR