Domains: Business Development, Client Services
This session explores how to move beyond “checking the boxes” to create proposals that connect with clients on a strategic and emotional level. Attendees will learn how to balance efficiency with creativity, ensure diverse perspectives are incorporated into the response process, and utilize AI as a fact-finding tool without compromising the human narrative. The session will also include a hands-on workshop component, allowing participants to apply new strategies in real time, experiment with improved messaging approaches, and walk away with practical tools to elevate their next proposal.
Learning Outcomes:
- Demonstrate how to move beyond generic responses by leveraging a deep understanding of the client’s business context to create proposals that educate, differentiate, and resonate on both strategic and emotional levels.
- Identify which parts of the proposal process AI can support effectively and establish guardrails to ensure responses maintain the firm’s voice, client service philosophy, and human narrative.
- Apply methods to evaluate proposal success beyond “winning,” including client feedback, message resonance, and internal alignment, and use these insights to improve future responses and develop team capabilities.
Presenters:Vanessa Petrea, Pursuit Director, Perkins Coie
Ed Perugia, Interim Director, Client Development, Jenner & Block
Price:
Member Price: $79
Prospective Member Price: $99