Pitches have always been about more than just your technical credentials. You also need to show you have chemistry, cultural fit and shared values. More and more this requires lawyers and accountants to demonstrate their commitment to diversity and inclusion and environmental, social and governance in pitches.
The need to include mention of your commitment to diversity and inclusion (D&I) and environmental, social and governance (ESG) in pitches is not just a bi-product of more detailed and more stringent procurement process.
Client listening – which has now thankfully become a staple of forward thinking professional service firms – repeatedly highlights clients will evaluate their advisors and their firms against their own D&I and ESG measures.
How do you include your diversity and inclusion and environmental, social and governance credentials in pitches?
When you’re preparing your next pitch document or presentation buyers, remember your prospective target will be looking for evidence they can use to compare your approach to D&I and ESG to your competitors’ in respect of:
– The representation of different genders, ethnic groups and age profiles of your proposed team and your wider organisation
– The language and points of reference used in your pitch and what this indicates about the culture of your firm
– Your firm’s commitment to sustainability and environmental issues, e.g. evidence of hybrid working, digital vs paper communications and net carbon strategies
The margin between winning and coming second in a formal pitch process can be very slim. Investing time in looking at your approach to D&I and ESG can pay dividends, as well as being the right thing to do.