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Legal RFP's
April 29, 2011
LEGAL RFP'S – To respond or to not respond; that is the question?[The first in a blog series on Legal RFP's]Shakespeare's classic question focuses debate on a serious leadership challenge for law firm decision makers. It also requires the corporate/agency rfp sponsor to carefully consider the information it should make available to the firms who will be responding. As a business development consultant advising clients on the efficacy of responding to rfp's, let me present the questions to be asked and answered.* How did we make the invitation list? Is this recognition of past attorney marketing efforts, client service, or just a random pull?* Who prepared the RFP? We are seeing a significant increase in the number of legal services purchased through a purchasing department. So what type of mentality wrote the damned thing, and who will be reviewing it? Consider the Miller-Heiman proposition that one must identify the “user/buyer (s).” In other words, is the person you are meeting with or talking with be actually using the services? Will he/she need to get approval from a “buyer” who may or may not be identified in the rfp process? And how do you find out?In our next blog, we'll propose more critical questions when deciding to respond to an RFP or for the sponsor of the RFP to consider.
LEGAL RFP'S – To respond or to not respond; that is the question?[The first in a blog series on Legal RFP's]Shakespeare's classic question focuses debate on a serious leadership challenge for law firm decision makers. It also requires the corporate/agency rfp sponsor to carefully consider the information it should make available to the firms who will be responding. As a business development consultant advising clients on the efficacy of responding to rfp's, let me present the questions to be asked and answered.* How did we make the invitation list? Is this recognition of past attorney marketing efforts, client service, or just a random pull?* Who prepared the RFP? We are seeing a significant increase in the number of legal services purchased through a purchasing department. So what type of mentality wrote the damned thing, and who will be reviewing it? Consider the Miller-Heiman proposition that one must identify the “user/buyer (s).” In other words, is the person you are meeting with or talking with be actually using the services? Will he/she need to get approval from a “buyer” who may or may not be identified in the rfp process? And how do you find out?In our next blog, we'll propose more critical questions when deciding to respond to an RFP or for the sponsor of the RFP to consider.
Why So Many Great Lawyers Stink at Business Development and What Law Firms Are Doing About It
Why is it that those who are best skilled at advocating for others are ill-equipped at advocating for their own skills and what to do about it?
Bankruptcy Sales: Finding a Diamond In the Rough
There is no efficient market for the sale of bankruptcy assets. Inefficient markets yield a transactional drag, potentially dampening the ability of debtors and trustees to maximize value for creditors. This article identifies ways in which investors may more easily discover bankruptcy asset sales.
The DOJ's Corporate Enforcement Policy: One Year Later
The DOJ's Criminal Division issued three declinations since the issuance of the revised CEP a year ago. Review of these cases gives insight into DOJ's implementation of the new policy in practice.
A Lawyer's System for Active Reading
Active reading comprises many daily tasks lawyers engage in, including highlighting, annotating, note taking, comparing and searching texts. It demands more than flipping or turning pages.
Protecting Innovation in the Cyber World from Patent Trolls
With trillions of dollars to keep watch over, the last thing we need is the distraction of costly litigation brought on by patent assertion entities (PAEs or "patent trolls"), companies that don't make any products but instead seek royalties by asserting their patents against those who do make products.