Request for Proposals (RFPs) often make or break a law firm's quest for new business. The LMANE19 Regional Conference includes a session addressing how RFPs are changing the way corporate legal departments are managing their budgets for outside counsel. Matthew Prinn of RFP Advisory Group gives a sneak preview of "RFPs The Storm is Coming – Is Your Firm Ready?" that he will be presenting along with Adrienne Fox, Director of Global Category Management Legal Services at Novartis Services Inc.
What are you hoping attendees learn from your presentation?
My goal is for attendees to learn more about the following three areas:
- A better understanding of when and why RFPs are being issued
- The latest trends in how corporate counsel are using RFPs to purchase legal services
- A behind-the-curtain look at how RFPs are scored and the decision making process
Why did you submit to present at the LMANE19 conference?
As a former conference co-chair and longtime LMA member, I've always thought that the LMA regional conference is the best place to connect with the people who are actually responding to RFPs for law firms. The marketing department typically handles about 75% or more of an RFP and is responsible for the project management of the firm's response. If we can improve the collaboration between legal marketers and legal procurement/operations, together we'll be able to improve the process for both the buyers and sellers of legal services. Conferences like this allow us to exchange ideas.
What are you expecting to get out of the LMANE19 conference?
The most valuable part of the conference for me will be to get a pulse of what law firms are doing to differentiate themselves in today's ultra-competitive legal market, including:
- What technology is being used to drive innovation?
- What pricing models are being used to better share risk?
- Whose winning the battle for work between large, mid-size and boutique firms and why?
- Are there any new alternative legal service providers that are taking work away from traditional firms?
What are you most looking forward to from the LMANE19 conference?
The program I am most looking forward to is the ACC In-House Counsel Panel – Ask Us Anything! I always love the general counsel panels because they provide attendees a chance to hear first-hand from the decision makers. Often legal marketers play roles that take place "behind the scenes" and are not given many opportunities for face time with clients. Having the chance to hear the panel speak about what they value from law firms and how to enhance your pitches and proposals can be incredibly valuable.
Learn more about the 2019 LMA Northeast Regional Conference and register.