How do you manage your tender process?

How does your firm present itself and its proposals?

The means by which law firms attract new business has changed dramatically in recent years. Nowadays, virtually all work of any significance or size is won by tender. Research indicates there are two principle factors which play a significant role in the decision on which firm the client appoints:

• How the tender process is managed by participating firms
• How the firm presents itself and its proposals.

By the end of the course participants will understand and know how to manage the tender process and learn practical techniques to develop proposals and presentations that will differentiate them from competitors through:

• The strategic approach to tenders
• Responding to the invitation to tender
• Researching and understanding the ITT (Handling scoping meeting)
• Preparing the document (style, structuring the content, appearance)
• Team coaching
• Presenting to the client team (structuring the presentation, working as a team, dealing with difficult questions)
• Evaluation.

Duration 1 day + 1 day follow-up (4-6 weeks after main course)– 12hrs CPD.

Delegates will be divided into two teams and will work on a case study throughout the programme. There will be an interim piece of work which teams will need to complete before Day 2.

Optional: 1 day - 6 hrs CPD.