In my view, most firms make it too easy to say ‘no’ to pitching for work. Here are 8 reasons to say ‘Yes’ to a Request For Proposal (RFP) you don’t think you can win.
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Getting the right information starts with finding the people in the firm who know a lot about the client and their industry, and then listening hard to what they have to say.
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So you pooled your firm’s resources, pulled a few all nighters and presented a winning pitch. But what happens next?
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Already under pressure to prepare complex tender documents for major corporate and government work, law firms are facing client demands for intimate details of the firm's inner workings. Big corporations, mindful of the push for ethical behaviour and community social responsibility, are grilling their external legal service providers on issues such as gender equality, environmental sustainability and flexible work practices
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