Drafting Successful RFP Responses for Legal Services: Establishing Your Value Proposition to Get Selected as Outside Counsel
Responding to Preferred Panel or Matter Specific RFPs: Legal Expertise, Client Service, Technology, Alternative Fee Arrangements, Diversity
Recording of a 90-minute CLE video webinar with Q&A
This CLE course will provide law firms with practical advice and best practices when responding to an RFP for legal services. The panel will discuss what scores best in an RFP response and how to manage an efficient and effective RFP response process at your law firm. The presentation will cover key topics that legal departments are focusing on in RFPs such as diversity, project management, technology, and pricing. The panel will also discuss key steps in the internal response process that should be implemented so that your final product highlights your competitive advantages over your peer firms.
Outline
- Setting up your response strategy with marketing
- Developing a theme and value proposition
- Customizing the response to the client's business and industry
- Incorporating a strategic pricing proposal
- Providing solutions to the issues driving the RFP
Benefits
The panel will review these and other issues:
- Insight into how RFPs are being used by legal departments
- Tips on how to draft answers that score well
- How to incorporate storytelling into your RFP response
- An understanding of what legal departments are looking for in regards to diversity, legal expertise, technology, and other key areas
Faculty
Adrienne Fox
Director of Global Category Management for Legal Services
Novartis Services
Ms. Fox focuses on delivering value and efficiency for the procurement of legal services at local, global and... | Read More
Ms. Fox focuses on delivering value and efficiency for the procurement of legal services at local, global and cross-functional levels. As a strategic business partner to the Legal Department, she helps drive process improvement and value for law firm engagements. Ms. Fox has 20 years of procurement experience, has led several spend categories including Meetings and Events, Travel, Office Supplies and Professional Services, including operational leadership. Prior to joining Novartis, she led various initiatives at Ally Bank, American Express Travel Consulting and Avaya Inc. concentrating in strategic sourcing, program management (travel, meetings, corporate card), outsource management, business intelligence, policy, change management, communications strategy and execution.
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Matthew Prinn
Principal
RFP Advisory Group
Mr. Prinn is Principal of RFP Advisory Group, a consulting company that specializes in RFPs in the legal industry.... | Read More
Mr. Prinn is Principal of RFP Advisory Group, a consulting company that specializes in RFPs in the legal industry. Mr. Prinn has 20 years of experience in the legal industry working in the areas of business development, legal operations and pricing. He has experience on both sides of the RFP process as he works with corporate counsel who are looking to issue RFPs to better manage outside counsel as well as working with law firms to help them win more RFPs.
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Katie Windmoeller
Senior Manager, Proposals
Dentons US
Ms. Windmoeller manages the RFP response process and strategy for Dentons, the world’s largest law firm operating... | Read More
Ms. Windmoeller manages the RFP response process and strategy for Dentons, the world’s largest law firm operating in over 77 locations. In her role, she collaborates with lawyers across all practice areas, industry groups and regions to create winning proposal responses. Ms. Windmoeller has extensive experience in all types of RFPs including preferred panels, governmental proposals, matter specific RFPs and reverse auctions. She also manages the performance feedback process which allows her insight into why the firm won or lost the bid.
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