Not so long ago, the legal marketplace was much less competitive. Business clients with legal problems would routinely turn to “their” local lawyer or law firm to handle the matter. Case closed.
Today, business clients with legal problems (and tight budgets) are likely to send out a request-for-proposal to a number of potential law firms, and let these firms bid for the business. Lawyers and legal marketers are being asked to respond to increasingly large numbers of these requests.
All too often, RFPs sit on a lawyer’s desk for a few weeks before the lawyer decides that it is time to discuss the pros and cons of creating a proposal with the marketing department. By then, time is short. Nonetheless, these lawyers truly believe that they have a chance of winning the work.
If a firm decides to reply with a proposal, there are many ways that it can distinguish itself from the competition and improve its chances of success. Sometimes, however, the best option is to ignore the RFP as a waste of a firm’s time, talent and treasure.
This is part one of a seven-part article. For the entire article: