- Paperback: 154 pages
- Publisher: Buying Legal Council (14 July 2017)
- Language: English
- ISBN-10: 0692893733
- ISBN-13: 978-0692893739
- Product Dimensions: 17 x 1 x 24.4 cm
- Boxed-product Weight: 336 g
- Average Customer Review: Be the first to review this item
Winning Proposals: The Essential Guide for Law Firms and Legal Services Providers Paperback – 14 Jul 2017
See all formats and editions Hide other formats and editions
|New from||Used from|
International Product from outside Australia
Amazon Global Store
This shopping feature will continue to load items. In order to navigate out of this carousel please use your heading shortcut key to navigate to the next or previous heading.
Customers who bought this item also bought
Page 1 of 1 Start overPage 1 of 1
No customer reviews
|5 star (0%)|
|4 star (0%)|
|3 star (0%)|
|2 star (0%)|
|1 star (0%)|
Review this product
Most helpful customer reviews on Amazon.com
Amazon.com: 5 reviews
Susan C. Freeman
This is not always a comfortable place for attorneys
31 August 2017 - Published on Amazon.com
One person found this helpful.
For years and years, I have been training attorneys in business development and how to avoid the pitch and proposal phase of the attorney/client relationship. Now, with the sea change taking place in the transition from a practice of law to a business of law, we see procurement departments being more and more involved in the buying process. They are now deeply involved in negotiating and measuring value from external providers, managing legal spend, ensuring process improvement, and giving the General Counsel objective firm comparisons. What does this mean to my approach? It means although relationships are still a primary driver of the decision, they are not the only factor and sometimes, not even the top factor. This is not always a comfortable place for attorneys. After all these years of training them on relationship/consultative selling, we now have price buyers weighing in. As the author states, "In-house lawyers being themselves 'specialists in contract law,' have often felt procurement had nothing of substance to add to the buying process. 'The in-house lawyers are slow to trust that the procurement dept. will not jump in and ruin the relationship with the law firm.'” This is what I am seeing in my business development post within a top firm today. The book is helping us to navigate these new and unchartered waters. In fact, I have purchased additional copies for my pricing and analytics department, my marketing department, and an attorney or two. I highly recommend the book as a guideline for how to chart a path that's right for your firm. It is certainly helping mine.
John's book is an easy to read
19 October 2017 - Published on Amazon.com
2 people found this helpful.
John's book is an easy to read, practical guide to preparing for, writing and presenting a "winning proposal". The seven chapters are easy to digest, with checklists, sample process charts and a very useful "At a glance" chapter summary at the end of each chapter. I have worked with John previously and we have taken on his advice (as captured in this book), with the result that we have significantly increased our "win" rate. This is a must-read for anyone struggling to implement a bid process to deliver winning results.
Highly recommended for attorneys, large law firm staff, and law school students who want to work in business/corporate practice
6 November 2017 - Published on Amazon.com
As an adjunct professor teaching Marketing for Lawyers, I see an abundance of resources when it comes to entrepreneurial attorney marketing by the plaintiff's attorneys. The marketing efforts of large firms, especially those whose customers are businesses, corporations, in-house counsel, and procurement professionals, do not seem to be as up to date on the significant changes in the legal market. This book is an excellent eye-opener, full of great examples, simple step-by-step instructions, and trendy ideas. It is an easy read, as well. If you are an attorney, partner or staff at a large firm, do yourself a favor and get a copy. If you are a law school student with your eyes on the corporate/business practice, this book may give you the edge to stand out from the competition at your job interviews. Highly recommended.
Practical guide for lawyers
17 September 2017 - Published on Amazon.com
One person found this helpful.
Very practical guide on how lawyers should present themselves and their team to win business from clients. A bit short but easy to read and useful for lawyers and for anyone who would need to convince sophisticated buyers.
Ideal RFP Approaches
3 December 2017 - Published on Amazon.com
"Winning Proposals" is very thorough covering every step and nuance in an ideal RFP approach. It covers both tactical and strategic elements of bidding for work.