Rfp’s

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Rfp’s

  1. 1. RFP’s: the Coming of the New Era for Selling Legal Services A Presentation by Jerry Kowalski of Kowalski & Associates
  2. 2. Basics• What is an RFP? – Just looking vs. buying – Who is your competition? – Who is your prospective client? – How does that suit you? – Why bother? (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 2 www.kowalskiandassociatesblog.com or
  3. 3. The RFPYes, folks it’s a horse designed by a committee! (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 3 www.kowalskiandassociatesblog.com or
  4. 4. Some Basics• Personnel – PIC – Experts – Knowledge management – Extranet – IT – Billing and collections (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 4 www.kowalskiandassociatesblog.com or
  5. 5. Collaboration• Horizontal and vertical• The GC is your partner – Secondements• LPO’s• Local counsel• Special counsel (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 5 www.kowalskiandassociatesblog.com or
  6. 6. Winning• What comes free and what you pay for – Free: • Extranet – On line billing information – Work in progress – Building out the client’s searchable data – A secondee or two – CLE – Availability for consultations outside the scope of the engagement (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 6 www.kowalskiandassociatesblog.com or
  7. 7. Winning – Are you attempting tocompete in your proper weight category? (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 7 www.kowalskiandassociatesblog.com or
  8. 8. Winning• Identifying – The appropriate personnel – The appropriate client – The appropriate matter – The appropriate platform (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 8 www.kowalskiandassociatesblog.com or
  9. 9. Personnel• Substantive experience• Personality and temperment suitability• Industry experience• Track record• Representative similar engagements (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 9 www.kowalskiandassociatesblog.com or
  10. 10. The client• Meticulous preparation is the key• Is the client a buyer or a shopper?• Prior counsel• Understand the constituencies you must deal with• Who is likely to compete with you? (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 10 www.kowalskiandassociatesblog.com or
  11. 11. The matter• What real demonstrated expertise do you have for this matter?• What industry expertise do you really have for the client?• What is your USP? (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 11 www.kowalskiandassociatesblog.com or
  12. 12. The particular matter• It may be your specialty, but is it too big or too small?• Getting your foot in the door sometimes only get your foot chopped off• Your first engagement sets the template for all future relationships (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 12 www.kowalskiandassociatesblog.com or
  13. 13. The platform• IT• Support personnel• Project management• Billing and collection• Alternative legal services providers (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 13 www.kowalskiandassociatesblog.com or
  14. 14. The Scope of the Engagement• Detailed description of the work to be performed• Defined statement of the work that you will perform under the engagement and what you won’t• Defining conclusion of work (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 14 www.kowalskiandassociatesblog.com or
  15. 15. Value Billing and Alternative Fee Arrangements• Are you giving the client a discount or are you truly using a value billing metric?• Portfolio pricing – Specialty area – Geographical• Premium on success – Discounted hourly rates against success• Fixed fee (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 15 www.kowalskiandassociatesblog.com or
  16. 16. Get it right or don’t bother• The RFP itself• Understand client expectations• Open market bidding• Follow through• Follow up (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 16 www.kowalskiandassociatesblog.com or
  17. 17. Winning• Collaboration among lawyers, marketing, project managers and financial personnel• RFP submissions must be strategic• When you get called to the big show, don’t just bring your beauties• Listen as much as you present (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 17 www.kowalskiandassociatesblog.com or
  18. 18. WinningYes, you can win the prize, but only if you spend a lot of time preparingand rehearsing. (C) Jerome Kowalski, January 2012, all rights reserved. Please visit us at our web site at www.kowalskiassociates.com, visit our blog at 18 www.kowalskiandassociatesblog.com or

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