technology

Pitching: ‘Show me don’t tell me’ – is video tendering the future?

Happy New Year to all and welcome to 2018!

One of the more interesting articles I read over the holiday period profiled a Dutch company called Pitchsome.

Heard of them?

Maybe, but I doubt many have.

But they may just end up being a catalyst for of one of the biggest changes to the legal industry in 2018 – namely, how we tender for work in the future.

Under the tagline, “Show, Don’t Tell,” Pitchsome’s business model is a simple one: Show me how your product works in a video and don’t write reams and reams of marketing bluff and expect me to read it in order for me find out what you can do for me/help me fix my problem.

Supporting this business model, the article states that:

Cisco’s Visual Networking Index says video will account for 80 percent of all consumer internet traffic by 2019.

And that got me thinking:

80% of all consumer internet traffic by 2019 will be Visual Networking + pretty much 100% of Government and 70+% of ASX Top100 companies have legal panels in place

so, how long will it be before these government departments/agencies and companies decide to replace the long and tedious word/excel document tender responses with video tenders that ask law firms to:

  • profile key team members,
  • white-board how the law firm can assist the client,
  • evidence how Legal Project Management can be used,
  • visually explain the steps in the pricing,
  • have client referee testimonials,
  • have video of the pro-bono and community activities the firm is involved in, and
  • have other examples of how the value adds being offered are being implemented by other clients in the tender’s industry sector?

Will never happen I’m hearing many in Australia reading this say. “It’s not professional”. “It’s nothing short an advert”, etc., etc.

But I’m left feeling: what, just what, would have happen to the industry if those of us who started down this path in 2008 (and those of you who were involved know exactly what I’m talking about) continued the journey?

It very well may have been disruptive. And that word is a real catchphrase at the moment.

So maybe, just maybe, we will be seeing video tendering by the end of 2019 – and that leaves me asking: what are you doing now to make sure you can met this need?

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‘Technology Can Help Lawyers Add Value’

Business Development image

If you haven’t seen it, SeyfarthLean Consulting LLC  – a wholly subidary of US law firm Seyfarth Shaw LLP – Seytlines Changing the Practice of Law blog for the 18th August by Kenneth Grady was on the issue of ‘Lawyers Need an App for That‘.

Overall a really good read, but in my opinion the gem takeout of this post comes under the final paragraph headed “Technology Can Help Lawyers Add Value” and reads:

“As technology noses into the delivery of legal services, lawyers must become more focused on where they add value. Understanding the core human thing, the social experience, is a defining difference. By using technology creatively, such as an app to speed communication on matters in ways that enable continuous improvement, lawyers can facilitate client problem solving and higher quality communication. This type of differentiation will separate lawyers from minute-counters.”

If you forget everything else this week, remember this.