Legal Marketing & PR

How to Win More RFP Competitions

By Larry Bodine, Esq.

Law firms nationwide are overwhelmed with RFPs from corporations looking for better rates. More clients are opening their business to a competitive proposal process – where two, three or more equally qualified firms vie for the business.

Learn the best practices both within the legal and accounting professions in the live webinar "How To Win A Competitive Proposal Process" broadcast on August 27, 2009.  Learn the mistakes to avoid from business development experts Gail Huneryager, Director of Business Development, Crowe & Dunlevey, along with Michael Cummings and me of Apollo Business Development.

Contact Laura Kresich: (773) 966-9273
or email Lkresich@LawMarketing.com 
Sign up online at http://www.pbdi.org/pages/events.asp?Action=View&EventID=177 

Topics covered in "How To Win A Competitive Proposal Process" include:

• Deciding whether to pursue the opportunity using (go/no-go) analysis
• Qualifying the client using the "RAIN Selling^SM" process -- rapport, aspirations and affliction, impact and new reality.
• Getting the client to define the value proposition that will win
• Determining how you can differentiate your firm in ways that matter to the decision makers
• How to change the rules to make the process work for you
• Questions you must ask in every competitive proposal situation
• Getting the client to write the proposal for you
• What to do if you are not the first choice initially
• Research the client's business "pain" -- what drove them to issue the RFP.  Learn the client's business and industry trends affecting it.
• Crafting a solution that involves saving money, speeding up their sales, helping them make money, eliminating obstacles to making money.
• Presenting the solution with a picture, a chart a graph or a table.

Sign up online at http://www.pbdi.org/pages/events.asp?Action=View&EventID=177

Full post as published by Larry Bodine's LawMarketing Blog on August 19, 2009 (boomark / email).