Domain: Business Development
Most clients examine your Firm's LPM plan to find out if the Firm knows how to manage a project on time and within budget. Schedules and budgets, however, make up just the tip of the iceberg. Articulating your Firm's LPM process in the RFP is the perfect vehicle to showcase the Firm's knowledge of the client's industry, experience in solving business problems similar to that prompting the RFP, comfort with exploring alternative fee arrangements and economic use of client, legal and monetary resources. It can create a platform to set client expectations and provide the method by which the prospective client describes the company's return on its investment (your fees) to others participating in the retention decision. Ms. Wright and Ms. Leetham will take the audience through a case study from the Firm and client perspective, showing the points of intersection between the LPM and business development in the initial retention meeting.
Mary E. Wright, General Counsel and Shareholder, Ogletree Deakins Nash Smoak & Stewart, P.C.
Member Price: $0
Prospective Member Price: $59