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Winning Proposals: The Essential Guide for Law Firms and Legal Services Providers (Buying Legal Services)

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Format: Kindle


Description

Tendering has become the standard method by which clients choose their legal advisers. But making the most of the opportunities continues to be a challenge for many firms. Drawing on his 30 years’ experience in the field, John de Forte focuses on the practical approaches bid teams need to adopt to maximise their prospects of winning. This includes: •Understanding how buyers think: the factors which are most influential in the selection of legal advisers, and how the procurement environment is changing;•Managing the bid function to ensure that the right practices are applied consistently cross the firm; •Using intelligence on the target organisation to develop a winning proposition; •Developing the bid strategy and a compelling case for being selected;•Maximising scores from the evaluation of the submission;•Making presentations memorable; and•Improving performance over the longer term.Winning Proposals will help bid teams to focus on the critical issues affecting the outcome of tenders - and to hone the diverse range of skills involved in achieving the best results. Read more


Publication date ‏ : ‎ January 27, 2021


Language ‏ : ‎ English


File size ‏ : ‎ 2382 KB


Text-to-Speech ‏ : ‎ Enabled


Screen Reader ‏ : ‎ Supported


Enhanced typesetting ‏ : ‎ Enabled


X-Ray ‏ : ‎ Not Enabled


Word Wise ‏ : ‎ Enabled


Sticky notes ‏ : ‎ On Kindle Scribe


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If you place your order now, the estimated arrival date for this product is: Saturday, Aug 2

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Top Amazon Reviews

    • This is not always a comfortable place for attorneys
For years and years, I have been training attorneys in business development and how to avoid the pitch and proposal phase of the attorney/client relationship. Now, with the sea change taking place in the transition from a practice of law to a business of law, we see procurement departments being more and more involved in the buying process. They are now deeply involved in negotiating and measuring value from external providers, managing legal spend, ensuring process improvement, and giving the General Counsel objective firm comparisons. What does this mean to my approach? It means although relationships are still a primary driver of the decision, they are not the only factor and sometimes, not even the top factor. This is not always a comfortable place for attorneys. After all these years of training them on relationship/consultative selling, we now have price buyers weighing in. As the author states, "In-house lawyers being themselves 'specialists in contract law,' have often felt procurement had nothing of substance to add to the buying process. 'The in-house lawyers are slow to trust that the procurement dept. will not jump in and ruin the relationship with the law firm.'” This is what I am seeing in my business development post within a top firm today. The book is helping us to navigate these new and unchartered waters. In fact, I have purchased additional copies for my pricing and analytics department, my marketing department, and an attorney or two. I highly recommend the book as a guideline for how to chart a path that's right for your firm. It is certainly helping mine. ... show more
Reviewed in the United States on August 30, 2017 by Susan C. Freeman
    • Highly recommended for attorneys, large law firm staff, and law school students who want to work in business/corporate practice
As an adjunct professor teaching Marketing for Lawyers, I see an abundance of resources when it comes to entrepreneurial attorney marketing by the plaintiff's attorneys. The marketing efforts of large firms, especially those whose customers are businesses, corporations, in-house counsel, and procurement professionals, do not seem to be as up to date on the significant changes in the legal market. This book is an excellent eye-opener, full of great examples, simple step-by-step instructions, and trendy ideas. It is an easy read, as well. If you are an attorney, partner or staff at a large firm, do yourself a favor and get a copy. If you are a law school student with your eyes on the corporate/business practice, this book may give you the edge to stand out from the competition at your job interviews. Highly recommended. ... show more
Reviewed in the United States on November 5, 2017 by THE LEGALB
    • John's book is an easy to read
John's book is an easy to read, practical guide to preparing for, writing and presenting a "winning proposal". The seven chapters are easy to digest, with checklists, sample process charts and a very useful "At a glance" chapter summary at the end of each chapter. I have worked with John previously and we have taken on his advice (as captured in this book), with the result that we have significantly increased our "win" rate. This is a must-read for anyone struggling to implement a bid process to deliver winning results. ... show more
Reviewed in the United States on October 19, 2017 by Caitriona McGonagle
    • Practical guide for lawyers
Very practical guide on how lawyers should present themselves and their team to win business from clients. A bit short but easy to read and useful for lawyers and for anyone who would need to convince sophisticated buyers.
Reviewed in the United States on September 16, 2017 by Nicolas Charbit
    • Ideal RFP Approaches
"Winning Proposals" is very thorough covering every step and nuance in an ideal RFP approach. It covers both tactical and strategic elements of bidding for work.
Reviewed in the United States on December 2, 2017 by HL

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