Those tough tender moments

Those tough tender moments

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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About the author:
Kim Tasso BA(Hons) DipM FCIM MCIJ MBA is the managing director of RedStarKim Ltd. She is an independent management consultant, specialising in the professional services sector, with over 20 years’ marketing experience. After qualifying as a psychologist and working for several years in the technology sector she worked for a number of leading professional service firms (Deloitte and Nabarro) before starting her firm in January 1994. She has worked for over 300 clients including: law firms, barristers chambers, patent attorneys, accountancy practices, insolvency practitioners, actuaries, surveyors, marketing services agencies and management consultants. She advises on and provides training and coaching in the strategic and operational aspects of management, change, marketing, selling and client relationship management. She has published a number of books (on selling, media relations and growth strategies) and hundreds of articles.