Proposal development for law firms: be compliant, be responsive
Proposals are nothing new and yet even now I come across law firms – many large, award-winning ones – still struggling with them tremendously. I know lots of bid managers in law firms, and in all honesty, I don’t envy them much. Let me explain. Lawyers are pressed in terms of time management and fee […]
Bid or No Bid: Tendering
In response to my previous blog post ‘Tendering: You’ve already lost the pitch!’ a number of people contacted me for tips on how to identify the tenders they should avoid. I’m always happy to help, so here goes part 2! My last blog was about considering at the outset all the circumstances surrounding a pitch […]
Law Firm Tendering: Debrief Questions
There’s usually a sigh of relief when law firms and accountants submit the tender document and deliver the presentation. But the work’s still not over! Tender evaluation The invitation to tender documentation usually indicates the timescale involved in the awarding of the contract and the contract start date. However, in my experience, the deadline can […]
Sample scoping questions for proposals
The competitive tender, pitch or bids process has become a common method of selecting professional advisers. In my experience, proposals are won and lost at the scoping stage. A large part of the scoping time will be used to find out about their business, e.g. history, objectives, issues, future plans, service requirements, etc. Most prospects […]
Losing Tenders: You’ve Already Lost the Pitch!
I was recently asked how I increased the tender success rate of a previous employer. I was also asked how I did it so quickly. The person asking was sceptical of my statistical claim. Their firm had recently lost a number of pitches, and they didn’t understand where they were going wrong. I matched this […]
