You may be wondering why I am not writing about how to win RFP proposals and instead, I am writing about why proposals lose. Well, I’ve written a lot about winning so I thought I’d write about losing — as I’ve discovered when I’m conducting proposal…

Pricing is a key lever influencing and driving financial performance as well as a pressure point for law firms as their clients demand more for less and a better balance between pricing and value. Toronto-based consultant Nancey Watson sat down recently with Stuart Dodds, director of Global…

A recent article in Canadian Lawyer on request for proposals (RFPs) it discussed the role of companies and their RFP process. As the number of companies sending out RFPs for their panel law firms increases it is critical for law firms to win RFPs now or be…

Download a PDF copy of Marg. Bruineman’s latest article–discussing RFP trends, as identified by Nancey Watson. Download PDF

I recently required the services of an attorney. I must admit that when I received the bill I was shocked — it was double what I expected. The attorney attached all the documentation to my invoice; included time spent on voicemails, emails, etc.; and provided…

Recently, when I told a legal procurement professional that my next blog was going to be on Billing Transparency he said: “Whoa! You really don’t hold anything back do you?” I don’t mean to go for the jugular, but I find that in my consulting business…

By Gregg Wirth As today’s legal marketplace becomes more competitive and clients themselves become more savvy and demanding, no issue is more at the pinch-point of the lawyer/client relationship than procurement. While procurement is simply the client’s selection process for which firm will be put…

Although no one feels comfortable conducting performance reviews of their outside legal counsel — that is why legal procurement professionals often handle the review — law firms must know what they are being reviewed on to ensure the likelihood of consistent, high-quality performance scores. As…

As I’ve written here before, companies are becoming more sophisticated when it comes to measuring their outside legal counsel’s performance, yet law firms do not always ask their clients to detail the Key Performance Indicators (KPIs) their clients are using to measure their performance. These…

Companies are becoming more sophisticated when it comes to measuring their outside legal counsel’s performance. It always amazes me that law firms do not ask their clients for their Key Performance Indicators (KPIs). They spend a lot of time coming up with their Client Satisfaction…