Knowing our audience and how to use strategic and artful methods to reach out to clients to enhance business development is our central goal.
As a firm, we place high value on communication to maintain and grow attorney to client relationships. Knowing our audience and how to use strategic and artful methods to reach out to clients to enhance business development is the central goal of the business communications team.
Our team of skilled writers is responsible for creating custom materials and content to engage both prospective and current clients including targeted responses to requests for proposals (RFPs), marketing collateral, bio and practice group descriptions, and firm/attorney recognitions.
Whether building customized communications, incorporating competitive intelligence into our strategy or providing engaging content, the business communications team assists attorneys with delivering the right message to our clients and to the marketplace.
Competitive Intelligence, Teamwork Lead to New Client Work with Allstate
In a span of approximately six weeks, Marketing worked with Mindy Barfield to build responses to three separate RFPs for Allstate, each one involving a distinct litigation matter. Drawing on Mindy’s institutional knowledge and close relationship with the client, we were able to tailor insightful responses to each RFP, including using competitive intelligence reports to shape our proposed strategy and pricing. Working closely with Mindy, we also were able to help identify the appropriate team members for each matter, taking advantage of Dinsmore’s deep litigation bench and geographic coverage to provide Allstate with the highest quality of service and experience. We also worked alongside Mindy to participate in a reverse auction, examining the pricing of our competitors to ensure we were remaining competitive, yet not undercutting ourselves. Mindy and the Allstate team were ultimately awarded each of the three matters.
Taken together, this showed the importance of not only having strong client relationships, but also the value that Marketing can provide, from competitive intelligence and research to gathering information internally to drafting, revising and customizing RFP responses that ultimately demonstrate value to the client.