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By Kim Tasso
Increasingly, clients are taking the lead and asking their lawyers to jump through hoops or line up in a beauty parade in order to win a place on the panel or to continue to provide legal services to their organisation. Recent reports in the legal press indicate that there were nearly 50 major tenders from leading banks, insurers, energy, construction and media companies during 2013 alone.
But in addition to these headline-grabbing exercises where some of the mighty have fallen, on a day-to-day basis there are a myriad of other, smaller client organisations putting the microscope on their legal advisers and asking them to submit tenders and proposals or to pitch for the business.
Whilst some may tackle this is as a rational documentation and presentation production exercise, those in the know understand that tendering is not for the faint hearted. Even the most sophisticated clients recognise that irrational and emotional aspects – such as how the personal chemistry works and whether their legal advisers “get” their culture – play a big part in the decision process.
And increasingly, the clients are focusing not just on the exce
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