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

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.