Edge International


You Will Have It in the Morning

You Will Have It in the Morning

I am often asked to submit a proposal which will describe how my team and I might approach a problem and what our services might cost. The person requesting the proposal often intends to share it with others inside their firm.

The question is, when should the proposal arrive on their desk (metaphorically speaking)?

In this article, I make the argument that you should do what our late partner, Ed Wesemann, would do. He would have that proposal delivered to the person requesting it by the next day.

I’m sure you have many arguments to support the notion that it will take you a lot more than one day to respond to a request with elegance. However, you would not have convinced Ed that any of those arguments would hold water.

I still remember conversations with some of Ed’s clients who would recount that they were “blown away” by the speed with which Ed would get a proposal to them.

Here are just a few benefits of proceeding with haste:

Ed frequently recited the popular saying, “Do not allow the perfect to be the enemy of the good.”

He would argue that we were delusional to think that a proposal that took us weeks to write would somehow be so far superior to what we could put together right now that it would somehow impress the prospective client and win the day. Wrong.

You know 95% today of what you will know in two weeks regarding the proposal you are writing. If there is a gaping hole in your knowledge, you can pick up the phone to a colleague or other resource and get the information you need promptly.

The truth is, many of us want to procrastinate. . . . It is more comfortable than doing the task now because:

Ed had virtual staff that could proofread proposals before they were delivered ­– but that proofreading would be done overnight, not over a few days.

The most compelling reason you should learn from the wisdom of Ed Wesemann is that he was consistently the top rainmaker in our global consultancy and had the best score at being chosen to proceed to do the work that was proposed in his responses.

Ed was a winner. We who worked with him for so many years have the enduring benefit of having his philosophies and wisdom well ingrained in our memories. We aspire to come close to his level of accomplishment. . . and through this article, I know he would be proud to share this framework with you, and for you to benefit from it as well.

So next time you are asked to submit a proposal, say what Ed would have said: “You will have it in the morning.”

Gerry Riskin

specializes in counseling law firm leaders on issues relating to the evolution of the structure and management of their law firms and the architecture of competitive strategies.  He has served hundreds of law firm clients around the globe from small boutiques to mega firms including working with the largest law firms in the world.  Gerry is still a Canadian but has resided on the Caribbean Island of Anguilla, British West Indies for more than 25 years.

Email Gerry at [email protected] or text or call him at +1 (202) 957-6717