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minute you’re handling the needs of a longstanding and in your eyes loyal and satisfied client – the next, the same client has requested that your firm retender for its legal work in competition with a handful of your competitors. This
nightmare scenario is becoming more common for law firm partners as clients look to get a better deal from their legal advisers in an increasingly competitive legal market. So, what should you do when faced with such a situation?
As the incumbent lawyers, and if your firm has not made an enormous foul-up of things, your knowledge of the client’s organisation, business, and legal needs ought to put you ahead of the competition. So, don’t panic but put yourself in the
client’s shoes and seek to understand: (a) why they have decided to tender their legal services; (b) what they are seeking from their law firm(s) going forward; and (c) ask yourself how your firm can meet these needs.
In order to prepare an effective strategy to defend your firm’s position as the client’s legal adviser, the first thing to do is to find out why the client has decided to put their legal work out to tender. There are many reasons for such
a move and the most common include the following:
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Kevin Wheeler has been advising professional services firms on all
aspects of marketing and business development for nearly 30 years. As a
consultant he helps firms to manage and grow their key clients as well
as to win new ones. As a certified coach with WABC he works with
partners and those approaching partnership to improve their BD skills.
0330 161 1234