The Dreaded RFP: What Does the Client Really Want?
Requests for proposals (RFPs) are one of the true marketing emergencies in law firms. Proposals are labour-intensive and often completed at the last minute, yet they can make or break a law firm’s reputation. Marketing staff scramble to cajole lists of representative work from busy lawyers, while trying to figure out what the client’s legal needs are. Stress levels mount as the deadline looms.
Faced with a deadline for a proposal, have you ever wished you could ask the client what they’re really looking for? On October 11, 2012, you have your chance to do just that. Marketing consultant Margaret McCaffery will moderate a panel of prominent in-house counsel, a representative from the Ministry of the Attorney General, and a procurement professional as they discuss the proposal process for legal services. Bring all of your people involved in the proposal process, because this promises to be a lively session!
Moderator: Margaret McCaffery, president of Canterbury Communications
John Matheson, General Counsel, Strategy Corp, and board member, Association of Corporate Counsel’s Ontario Chapter
Andrew Jeanrie, corporate counsel at Bird Construction
Fateh Salim, legal director with the Legal Services Division, Ontario Ministry of the Attorney General
Stephen Lackey, procurement manager, Ontario Institute for Cancer Research