Legal Marketing & PR

Last Day to Register for Webinar: How to Win More RPFs

By Larry Bodine, Esq.

Today is your last chance.

Learn the best practices from both the legal and accounting professions in the live webinar "How To Win A Competitive Proposal Process" broadcast tomorrow, Thursday 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 Larry Bodine 630.942.0977 
or email Lbodine@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 26, 2009 (boomark / email).