What I do

I’ve worked with firms to increase their win rate for over 25 years.

I’m a proposal consultant for a wide range of professional services firms — global, national, regional, mid-size and boutique and I have helped firms win over $3 billion in competitive bids. My services include training and coaching on growth strategies, proposals, and bid presentations.

In addition, I assist corporate in-house legal departments with RFPs and KPIs to measure and track law firm performance.

Who I work with

I work with law firms as well as in-house legal departments.

I have over 25 years of experience responding to professional services RFPs and 15 years responding exclusively to RFPs for legal services.

Over the years I have used my expertise with in-house procurement to develop a database with hundreds of best practices questions by industry and practice area that should be considered for RFPs.

I have presented the topic How Procurement Impacts Law Firm Selection for law firms in Toronto, New York, Los Angeles, and Houston.
In addition I have presented Beyond the RFP: Linking Strategy and Values to the Proposal for Legal Services Process at the Canadian Corporate Counsel Association National Conference and other conferences around the world.

Author of The Silver Bullet: How RFPs are Won (Ark Group). This book walks Law Firms through the steps of preparing a proposal and links every step to strategy.

Procurement is provided with valuable insight on how law firms think. I

Contributing author for the Thomson Reuters Legal Executive Institute and regularly write about proposal strategy and procurement and how they can work better together.

Why work with me

In a nutshell: I can help you improve your bid win rate.

I also assist in-house legal departments to create best practices RFPs.

I love my work and over 90 per cent of my engagements are with repeat clients or are referrals. I believe this is because I have a high win rate and am flexible when working with my clients at all levels.

I am very comfortable working behind the scenes to make you successful or being front-and-center and working with senior leaders.

I follow my own advice and offer alternative fee arrangements such as: hourly rates, fixed fee, retainer, project-based, and so forth.