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WINNING PROPOSALS



Tendering has become the standard method by which clients choose their legal advisers.

But making the most of the opportunities continues to be a challenge for many firms. Drawing on his 30 years’ experience in the field, author John de Forte focuses on the practical approaches bid teams need to adopt to maximise their prospects of winning. 

This includes: 

  • Understanding how buyers think: the factors which are most influential in the selection of legal advisers, and how the procurement environment is changing
  • Managing the bid function to ensure that the right practices are applied consistently cross the firm
  • Using intelligence on the target organisation to develop a winning proposition
  • Developing the bid strategy and a compelling case for being selected
  • Maximising scores from the evaluation of the submission
  • Making presentations memorable
  • Improving performance over the longer term

Winning Proposals will help bid teams to focus on the critical issues affecting the outcome of tenders - and to hone the diverse range of skills involved in achieving the best results.

GET YOUR OWN COPY: ORDER ON AMAZON OR CONTACT US FOR BULK ORDERS.

TAKE A PEAK AND LEARN ABOUT:

Common Proposal Myths: Click on the link to read the post
Myth No. 1 | To get a good score in a tender, just write about the client
Myth No. 2 | There are no prizes from coming second
Myth No. 3 | You can always trust a good speaker to give a good presentation
Read Ari Kaplan's article in the ABA Journal: How to create a winning law firm RFP 
Read Claire Bushey's article in Crain's Chicago Business: Bye-bye, billable hour? Law firms use Big Data to set fees.
AND LISTEN:

John de Forte's interview with Nicole Giantonio on Leftfoot Podcast: You Can't Win if You Don't Play 
John de Forte's interview with Ari Kaplan on Reinventing Professionals Podcast: Winning Proposals when Buying Legal