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.
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.