Winning Proposals: The Essential Guide for Law Firms and Legal Services Providers (Buying Legal Services) - Softcover

De Forte, John

Softcover

ISBN 10: 0692893733 ISBN 13: 9780692893739

Verlag: Buying Legal Council, 2017

Inhaltsangabe

Tendering has become the standard method by which clients choose their legal advisers. But making the most of the opportunities continues to be a challenge for many firms. Drawing on his 30 years’ experience in the field, John de Forte focuses on the practical approaches bid teams need to adopt to maximise their prospects of winning. This includes: •Understanding how buyers think: the factors which are most influential in the selection of legal advisers, and how the procurement environment is changing;•Managing the bid function to ensure that the right practices are applied consistently cross the firm; •Using intelligence on the target organisation to develop a winning proposition; •Developing the bid strategy and a compelling case for being selected;•Maximising scores from the evaluation of the submission;•Making presentations memorable; and•Improving performance over the longer term.Winning Proposals will help bid teams to focus on the critical issues affecting the outcome of tenders - and to hone the diverse range of skills involved in achieving the best results.

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Über die Autorin bzw. den Autor

John de Forte has over 30 years’ experience of working with legal and other professional services firms on proposals and tenders. This includes advising on and drafting major submissions, helping to develop key messages and maximise the scores from the evaluation. He coaches presentation teams and has developed and conducted a range of training programmes to enable fee-earners to enhance their bidding skills. His role also includes setting up and reviewing bid departments, carrying out debriefs and gathering intelligence on how bid performance can be improved. In addition to advising firms in the UK, he has worked with bid teams in the US, across Europe and in Asia. He writes and speaks regularly on tendering and business development. This includes writing a monthly column for Professional Marketing Magazine and contributing to a range of other publications, including the Buying Legal Council’s Legal Procurement Handbook. John was one of the first consultants to specialise in advising professional firms on proposals, exploring the challenges which many firms were facing for the first time in his book Proposals, Pitches and Beauty Parades, published in1994 by FT/Pitman. Outside the legal sector John has worked with a wide range of professionals including global accounting firms and leading providers of actuarial, management consultancy and property management services. He has also helped consortia to win multi-billion pound flagship government contracts in the engineering, construction and other sectors. His role includes acting as editor-in-chief and co-ordinating input from authors in multiple jurisdictions. www.deforte.com jdf@deforte.com

Details zur Ausgabe

• Verlag: Buying Legal Council
• Erscheinungsdatum: 2017
• Sprache: Englisch
• ISBN 10: 0692893733
• ISBN 13: 9780692893739
• Einband: Taschenbuch
• Anzahl der Seiten: 154
• Herausgeber: Silverstein Dr. Silvia Hodges
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar