Clients increasingly are turning to Requests for Proposal (RFPs) as their vehicle for selecting outside counsel, both for individual engagements and for entire tranches of work. Historically, the decision about whether to even respond to an RFP was left to the marketing department, and many firms also used their marketing departments to generate formulaic responses to formulaic RFPs using generic marketing materials and answers.
Today, clients’ RFPs questions are far more focused and far more demanding. Clients want RFP responses to that describe relevant capabilities, experience, matter staffing, and LPM capabilities in detail. They expect well-reasoned, well-written bespoke RFP responses that address every issue and concern, and they will not reward bland, general or evasive responses with their business. Many clients are using “zero-based” RFPs to totally repopulate their panels of outside counsel, and often employ RFPs as part of convergence programs designed to reduce the number of outside firm the client employs.
As consultant to legal departments, Pam is highly qualified to:
"We invited a number of selected firms to propose on assisting us with our strategic planning. Initially we received 4 proposal, from Hildebrandt, McKinsey, Edge International, and The Zeughauser Group. We had a late entrant, from the Gallup Organization. At the end of the day, Edge presented the most compelling case for our selection. We think they are the hands down best choice because they have the insight, experience, and process to best support our efforts. Their clients have all confirmed that they bring considerable skill and experience to the event, think differently than other consultants, are very intuitive and adaptable, run good process, are very proactive, don't tell you what they think you want to hear, and deliver on their promises."