Market Areas > Practice Management > Responding to RFPs

Responding to RFPs: 7 Foolproof Tips to Win More and Earn More

Course Description:

Most law firms hate RFPs.  But, love ‘em or hate ‘em, they’re here to stay. 

In fact, in today’s ultra-competitive marketplace clients are depending on the RFPs process more and more, not only as a means to choose a law firm, but also to re-negotiate fee agreements with existing firms.

CoursE highlights:

Completing RFP's takes scores of hours of professional time and diversion of resources which may or may not yield real revenue to your law firm. Let leading industry experts, Bruce MacEwen and Jerome Kowalski help you attract the relevant and profitable RFPs for your firm. 

During this comprehensive audio conference they will explore how to better manage your firm’s RFP process to win more and earn more by learning how to: 

• Evaluate RFP’s quickly, efficiently, and effectively by identifying the requests that meet your firm’s strategy.
• Spot requests that are only ‘tools of the game’. 
• Avoid spending time and money answering tenders with a forgone conclusion.
• Avoid being a pawn in a client’s fee-reduction strategy. 
• If you’re asked to be a contender, make sure you’re in the game.
• Establish a firm-wide process for competition. 
• Be picky how you spend your time and budget on this strand of your marketing effort.
• Learn to avoid procrastination, build a reputation for ready response, and win business that is consistent with your brand.
• Embrace innovation. 
• Technology saves time and money for everyone. 
• Show your clients that you work smart rather than long.
• Ensure your responses need to be client focused, and use case studies where possible.
• Identify key stakeholders and decision makers with effective client company research.

• Willingly discuss AFAs.  Money is the biggest determining factor in today’s race for business. Explore with us how to function in an auction-like environment and win.
  
  

Faculty:

Jerome Kowalski, Kowalski and Associates

Jerome Kowalski is the founder and a principal of Kowalski & Associates, one of the nation’s premier consulting firms serving the legal profession exclusivly.   Kowalski & Associates serves many AmLaw 200 firms as well as mid-size firms throughout the nation.  The firm has been involved in numerous law firm mergers, acquisitions of practice groups, opening of branch offices for law firms, provides strategic planning  for law firms, provides counsel on alternative fee agreements and alternative billing arrangements, as well as  keeping close track on various trends affecting the legal profession.  Jerry is also a frequent speaker at law firm retreats and is regularly authoritatively quoted in various media regarding matters affecting the legal profession.

Previously, Mr. Kowalski became associated with the Wall Street law firm of Reavis & McGrath, which subsequently merged in to Fulbright & Jaworski, one of the nation’s 100 largest law firms. Mr. Kowalski then became associated with Finley, Kumble, Wagner, and Heine & Underberg.  Mr. Kowalski was the youngest partner ever elected to that firm’s partnership and was then appointed to serve as the Chairman of Finley Kumble’s Hiring Committee.  He also served as a member of the advisory committee of the National Association of Legal Placement. 

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:

Unable to Attend?  Order the CD!

Your CD recording includes the complete audio conference presentation, audience Q&A and presentation materials.

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