RFP/Pitch Development

Bringing in new clients and/or new business can be challenging. More clients are utilizing the RFP process to consolidate their outside legal teams and control costs, and sometimes the only chance we have to make an impression is through written or prepared materials. Therefore, it’s more important now than ever to ensure we’re being thoughtful, responsive and targeted in the proposals we send to clients, knowing it may be our best chance to get a foot in the door.

 

As background, the number of proposals prepared by Marketing has increased by more than 275% since 2013 and Marketing has received an average of 21 proposal requests per month in 2017. Understanding that, we have established a set of guidelines which lays out not only expected turnaround times for various types of proposals, but also the elements within each proposal that can impact the timeliness of our response. While the timelines are flexible, please consider that the more time and thought we are able to put into proposals, the better our chances of ultimately winning the work.

 

Our goal is not to hinder business development efforts, but rather to ensure that we are pursuing opportunities in a timely and thoughtful manner.

Guidelines

 

Let’s build a persuasive pitch...

First

  • Notify marketing as soon as possible of RFP/proposal opportunity.

Next

  • When appropriate, Marketing will collect intelligence reports/perform research to learn more about client/prospect (their current firms, volume of litigation, locations, etc).
  • Participate in strategy call/discussion with Marketing and other relevant attorneys:

-  Establish response timeline (include time for printing, binding, delivery as needed).

-  Have Accounting run Conflict Check.

-  Build a team, notify team members.

-  Discuss pricing/rates.

-  Discuss and document experience.

- Discuss our differentiators – Why is Dinsmore positioned to do this work than others?

-  If necessary, delegate tasks to other attorneys.

Finally

  • Revise the proposal.
  • Submit the proposal.

Regarding RFP Responses

When you receive an RFP opportunity, determine the following:

  • Do we have the requisite expertise?
  • Is the opportunity aligned with our pricing structure?
  • Are we positioned to win the work?
  • Does the firm have a client or business-related conflict?

If the opportunity meets these requirements, send the RFP through the formal RFP process.

 

Submission Types

What do our pitches look like?

Below are examples of the firm’s pitch materials. While each pitch contains unique elements, there are some common factors in building a successful pitch, including the utilization of competitive intelligence to determine differentiators, targeted experience and information about our attorneys, and a focus on addressing the client’s specific needs. The strongest pitches incorporate not only aesthetic-pleasing designs, but more importantly, substantive information that is customized to each client. Marketing is glad to work with you to build strong client proposals for both print and electronic distribution.

 

time line: Varies according to client deadline, but the average time in 2017 was 11 days. Depending on the amount of customization and information available, as well as the level of attorney engagement, detailed and well-thought out responses take no less than seven business days.

 

As clients become more and more tech savvy, we're now able to position our service offerings online. This allows you to deliver a succinct, impactful pitch (or client-requested content) as a web page that is also mobile responsive. Dinsmore pushes out the content only to the person(s) you choose to see it. You can also follow up with more in-depth materials as needed.

We can also build a Custom e-Pitch

Want to learn more?

Want to learn more?

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We can also build a Custom e-Pitch

RFP/Pitch Development

Business Communications

Bringing in new clients and/or new business can be challenging. More clients are utilizing the RFP process to consolidate their outside legal teams and control costs, and sometimes the only chance we have to make an impression is through written or prepared materials. Therefore, it’s more important now than ever to ensure we’re being thoughtful, responsive and targeted in the proposals we send to clients, knowing it may be our best chance to get a foot in the door.

 

As background, the number of proposals prepared by Marketing has increased by more than 275% since 2013 and Marketing has received an average of 21 proposal requests per month in 2017. Understanding that, we have established a set of guidelines which lays out not only expected turnaround times for various types of proposals, but also the elements within each proposal that can impact the timeliness of our response. While the timelines are flexible, please consider that the more time and thought we are able to put into proposals, the better our chances of ultimately winning the work.

 

Our goal is not to hinder business development efforts, but rather to ensure that we are pursuing opportunities in a timely and thoughtful manner.

Guidelines

 

Let’s build a persuasive pitch...

First

  • Notify marketing as soon as possible of RFP/proposal opportunity.

Next

  • When appropriate, Marketing will collect intelligence reports/perform research to learn more about client/prospect (their current firms, volume of litigation, locations, etc).
  • Participate in strategy call/discussion with Marketing and other relevant attorneys:
  • Establish response timeline (include time for printing, binding, delivery as needed).
  • Have Accounting run Conflict Check.
  • Build a team, notify team members.
  • Discuss pricing/rates.
  • Discuss and document experience.
  • Discuss our differentiators – Why is Dinsmore positioned to do this work than others?
  • If necessary, delegate tasks to other attorneys.

Finally

  • Revise the proposal.
  • Submit the proposal.

Regarding RFP Responses

When you receive an RFP opportunity, determine the following:

  • Do we have the requisite expertise?
  • Is the opportunity aligned with our pricing structure?
  • Are we positioned to win the work?
  • Does the firm have a client or business-related conflict?

If the opportunity meets these requirements, send the RFP through the formal RFP process.

What do our pitches look like?

Below are examples of the firm’s pitch materials. While each pitch contains unique elements, there are some common factors in building a successful pitch, including the utilization of competitive intelligence to determine differentiators, targeted experience and information about our attorneys, and a focus on addressing the client’s specific needs. The strongest pitches incorporate not only aesthetic-pleasing designs, but more importantly, substantive information that is customized to each client. Marketing is glad to work with you to build strong client proposals for both print and electronic distribution.

time line: Varies according to client deadline, but the average time in 2017 was 11 days. Depending on the amount of customization and information available, as well as the level of attorney engagement, detailed and well-thought out responses take no less than seven business days.

 

As clients become more and more tech savvy, we're now able to position our service offerings online. This allows you to deliver a succinct, impactful pitch (or client-requested content) as a web page that is also mobile responsive. Dinsmore pushes out the content only to the person(s) you choose to see it. You can also follow up with more in-depth materials as needed.

Submission Types

Want to learn more?