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Last week, in our 2nd instalment in our blog series ‘Planning for the RFP storm’, we talked about the types of questions firms should be asking themselves and the pre-work that can be done prior to RFP issue. In this, our final article, I’m going to talk about bid triage – deciding whether or not to respond to an RFP. It’s an unexpectedly sensitive topic.
In part 2 of this 3-part weekly series, I will get into more detail on what that checklist looks like and why. Last week, we began this 3-part series with what we see as a major, systemic and permanent rise in the use of RFPs which many firms are struggling to adequately resource yet still achieve acceptable win rates and margins.
This is Part 1 in a series of articles on managing client RFPs. I read the BTI Consulting’s ‘mad clientist’ blog with interest this morning, about the predicted rise of RFPs in 2019 among the largest law firm clients.