Top 10 ways to increase your law firm's “hit rate” on RFP responses (Edge Int'l)


Here are my 10 top tips:

1. Ask questions to clarify the company's needs and priorities. The #1 mistake firms make is failing to gather enough information to provide an accurate response. If you miss the target, your response gets tossed.

2. Tailor your answers to the scope of the questions. Don't dump your website copy into an answer.

3. Carefully integrate the client's perspective into your answers. This may mean being attuned to client values, so you need to know what those are.

4. Answer the question that is asked, not the one you wish had been asked.

5. Brevity is beautiful. Consider the folks who have to read responses. Use only one example in the RFP; if you can't restrain yourself, add more in a Supplement.

6. Provide tangible evidence of the capabilities you claim.

7. Do include a quote from a satisfied client.

8. Be on-point and clear about what you are proposing (no fluff, procurement people cut through it quickly).

9. Make sure you can absolutely DELIVER what you are proposing (no bait-and-switch and no low bids "to get the work.") You are supposed to be a trusted advisor, not a huckster.

10. The goal is to get to the next level of the RFP process - to get in front of decision makers.

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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