How To Prepare To Win A Major Legal Contract or Tender

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The prospect will usually have a number of other legal firms lined up alongside FSP. (14 in this case)

(Unless it is a referral or recommendation or response to some pull marketing, in which case his mind may already

be made up despite the tender process).

Therefore you have to understand the process he has been through to arrive at the final shortlist to choose from.

You have already cleared stage one. The Tender will outline what Reading University wants.

However, a buyer may show this type of thinking when making a choice to hire you or not.

If it’s group think of a committee then it is likely most of these thoughts may surface;

Reasons people buy

? I like the seller

? I understand what I am buying

? I perceive a difference with this company

? I believe the seller

? I have confidence in him

? I trust him

? I feel comfortable

? The price seems fair

? I perceive this product will increase my

productivity

? I believe it will increase my profitability

? I believe this sales person wants to help build

mybusiness so he can build his

1. I am not sure which of these three legal firms to choose. They all seem pretty much the same to me. They

could all do a good job for me. But is one of them a genius I cannot do without? (How can FSP demonstrate

GENIUS?)

2. I feel threatened because I’m supposed to be an expert but I need outside experts to do my job. This is

difficult for me to accept. (How can FSP put the client at ease and explain the reasons for doing things by ...

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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.

© Boyd Butler, Great Legal Marketing | Attorney Advertising

Written by:

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