[Allison Baucom]

Inquire- Are you interested in understanding more about the work our firm have done with other clients in your industry?
Probe- I hear you suggesting your relationship with your previous firm caused a great deal of friction within the in-house team. Tell me more about that.
Evaluate- Team, as we consider how to enhance our relationship with XYZ corporate, can we all have a think about whether we prioritise getting to the GC or her team, who influence her heavily, first.
Articulate- The client will be taking action in the short-term to adhere to an upcoming regulatory mandate.
Advocate- I’ve been in your shoes when I was in-house at XYZ Corporate and in my experience, you should really be up front in defining your criteria for firm selection to keep potential advisors clear on what matters most to you.
Advise- You should consider the secondee investments we’ve made with this client and play that back to them in the pitch.
Challenge- I’m hearing a lot of great ideas on how we position ourselves for instruction, but what I don’t hear is the client’s perspective being discussed.
Direct- As the client is expecting an RFP response by the end of next week, liaise with the pursuits team to see what support we can access.