Aware that often the third part of a trilogy can be a disappointment (think Return of the Jedi….) I want to finish my musings on how law firms respond to tenders on a high. In the previous two posts (here and here) I’ve looked at some of the mistakes I’ve seen when evaluating law firm responses to RFPs (requests for proposals), now it’s time to celebrate some of the goodness!
When I think back to those responses that have really impressed evaluation panels (and not just me), I think the key word is “relevance”. The more effort the law firm puts into the document or presentation, in terms of tailoring it for the prospect’s specific needs, the stronger the submission.
The challenge for me is to give examples without giving away any trade secrets. So here goes.
One project that I put out to tender five years ago spanned around 15 European countries. The firm who won the project submitted a tremendous document that had a huge amount of material that really created value for our organisation. It had points for us to think about both for the project as a whole and for each country in the project scope.
This did two things. Firstly it showed that the law firm had experience of the areas of law we needed help with, in these particular countries. Secondly it give us a “heads up” of things we should be aware of, even if we didn’t select the law firm in question.
The other thing that the winning law firm did on that pitch, was make sure that all examples of experience were relevant (even down to tailoring CVs). The amount of responses I’ve seen where standard blocks of text and vanilla CVs have been appended on the back is huge, so when a firm goes to the trouble of really thinking about what the prospect organisation wants, it stands out a mile.
I’ve seen a similar approach taken at presentation stage. At a pitch I ran for financial services legal support, the winning firm gave a virtuoso presentation. The lead partner had asked some great questions early in the process, and had clearly spent significant time thinking about the issues we would face, and how best to deal with them. Rather that the presentation being a verbal version of the paper RFP response (which often happens, with firms taking the opportunity to spend an hour using extensive powerpoint to tell the prospect how good they are) the partner and his team took the evaluation panel through a mini-workshop, illustrating points with war stories and other relevant examples.
We came out of the presentation with a much better understanding of the project, a good rapport with the law firm, and a clear action plan if we chose to work with that firm (we did).
Another area where firms can distinguish themselves is in the presentation of the document. I’ve seen a wide variety of creative approaches, from mocking-up a trade publication, through using corporate colours and imagery, to just some really nice, clear presentation (I respectfully refer people once again to Impact by Jon Moon and Presentation Zen Design by Gary Reynolds). Of course presentation is superficial, but it does make a difference, particularly if it makes the content easy to digest. It’s also another area where law firms can demonstrate they have thought about the particular client, rather than just plugged the information into the tender-team sausage factory.
So, it’s relevant, it adds value and it looks great?
Go forth and win!