Calibrate Legal’s Jennifer Johnson identifies client communication and innovation as potential issues in law firm RFP processes. She offers suggestions to help law firms move their pitches and proposals to the next level.
When we surveyed 90 law firms in the US and UK about their RFP processes, two important issues stood out:
- Client communication is a critical area of opportunity. Not enough time is spent listening to the client and perhaps an excessive amount of time is spent on the document itself.
- Lack of Innovation: Law firm marketing departments have access to the basic tools they need to develop their proposals, but not much more. Consequently, innovation really does not play a role in proposal development
Our survey showed that many firms are hungry for a new way of responding to clients, but don’t know what that looks like. Here’s a list of five suggestions that will help you start to think differently about your RFP process.
Author Jennifer Johnson is CEO of Calibrate Legal. Jennifer calls upon two decades of law firm experience to deliver steadfast client care, strategic placement of senior talent and provide operational and performance-improvement consulting services.