Too long. Insufficient focus. Too many standard CVs and hourly rates. The same, standard boilerplate rhetoric. Propositions that aren’t relevant. A lack of interest in and understanding of the client’s business.
These are some of the things in-house lawyers and procurement specialists said when asked what they really think and feel about the bids they’re presented with. Too often clients feel that they’re reading a standard firm brochure rather than something that’s been written just for them and their needs.
Find out what clients think that law firms should do to make their bids more distinctive and more persuasive at www.thirteenideas.com
Who are you? What do you stand for? What’s your purpose? Who are you for? What’s your proposition? These are the critical questions facing law firms in today’s ultra-competitive marketplace. I help law firms uncover and articulate how they’re distinctive. I then help them tell their story internally and externally by saying what they do and doing what they say. This helps win work. It also strengthens client loyalty, streamlines decision-making, enhances collegiality and means time and money can be used more effectively. 90% of what one law firm does is the same as another. 10% is distinctive. Something distinctive exists within everyone – it just needs uncovering.