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Areas > Practice Management > AFA Proposals
Designing AFA Proposals for RFPs
Course Description:
One of the most significant effects of the recession has been the dramatic increase in the number of competitive pitches that professional services firms are taking part in. In fact, the volume of legal services RFPs has jumped nearly 300 percent since 2007.
The rules for winning work have also changed significantly as clients demand deeper discounts and push for alternative fee arrangements (AFAs). As one general counsel stated, “If a lawyer can’t offer me an alternative fee, I’ll find an alternative lawyer.”
This information-packed audio conference will focus on the issues — both from the perspective of corporate counsel and outside counsel — of how to design an effective fee proposal that provides the value and services clients demand and still deliver a profitable arrangement to the firm.
Course Highlights:
- Which RFPs are worth the time and effort? (In light of the profound increase in the number of RFPs)
- Which decision criteria matters most to clients and will meet their value expectation
- How to assure the predictability clients want
- Best practices for wording fee proposals to highlight your results-oriented practice
- How much fee proposal detail is enough?
- AFAs require trusting relationships, can that be accomplished in an RFP process?
- How to define the scope of the engagement in terms of fees
- How modification agreements can be included for unforeseen circumstances
- Best practices for skipping the rhetoric and getting specific
- Other helpful hints that will make your RFP response stand out from the crowd
Featured Faculty:
Pam Woldow, Edge International
Pam Woldow is a recognized global authority on the emerging face of the legal profession, with over 25 years of experience consulting to corporate legal departments and law firm management, managing large legal departments and budgets herself, and practicing law.
She pioneered Legal Project Management programs for global law firms, such as Dechert. And, she trains in-house legal departments in Legal Project Management.
Pam presently advises General Counsel on law department operations, litigation management, selection and supervision of outside counsel and all aspects of the law firm-client relationship. She also counsels firms on alternative fee arrangements, the counsel selection process, and responding to RFPs.
She held positions as Deputy General Counsel of Pennsylvania, Director of Litigation Management for a $2 billion public financial services company, and General Counsel of a subsidiary of a diversified consumer services corporation. Her law firm experience includes complex commercial and environmental litigation with large US firms. Pam is a Certified Master Coach and a well-known speaker on trends in the legal marketplace.
Steve Bizar, Shareholder from Buchanan Ingersoll
Steven E. Bizar is a Shareholder at Buchanan Ingersoll & Rooney who has more than 20 years of experience representing clients in complex business disputes in federal and state courts and before arbitration panels throughout the country. He is co-chair of the firm's Litigation Section and concentrates his practice on litigation related to antitrust and trade regulation, securities, contracts and business torts, white-collar investigations, and insurance and reinsurance.
MONEY-BACK GUARANTEE:
We're so confident
you'll get what you want out of this conference that
we'll refund every penny if you're not completely
satisfied. No questions asked! It's 100% risk-free!
Pricing:
|
CCM Preferred Customer
Price |
| CD and Event Materials |
$365.00 |
Unable to Attend? Order the CD!
Your CD recording includes the complete audio conference presentation, audience Q&A and presentation materials.
CLE:
CCM provides audio conference attendees with CLE credit processing services. To expedite CCM processing your CLE request, please complete and submit the evaluation form available from CCM at the conclusion of the audio conference. It will be necessary to enter the following information: name of each attorney requesting CLEs with full contact information, including e-mail address, bar number, and the state in which the attorney wants credits. Each attorney requesting credits must submit an evaluation.
Please be advised CCM audio conferences are subject to approval from each CLE issuing organization and approval is not guaranteed (state bar associations in Delaware, Indiana, Kansas, Ohio, and Pennsylvania do not grant CLE credits for audio conferences). The approval process takes approximately 6 - 8 weeks for most organizations but can take as long as 3 - 4 months. You will be notified via e-mail with the final status of your CLE application.
Any person applying for CLE credits must attend the audio conference from start to finish (attendance will be taken for compliance reasons). Requests for CLE credits must be received no later than two weeks following the conclusion of the audio conference or live conference. CLE credits are not available for CD recordings.
If you have any questions regarding CLE credits, contact Jill Adler at 631.368.2082 x 21 or jill.adler@meeting-matters.com.
Each CCM event presents a variety of information and is presented for each organization to develop its own approach and methodology. |
