Description
Book SynopsisOver the years, Nancey L Watson has used her expertise with procurement and pricing methods and applying strategy for hundreds of proposals to win $3 billion in competitive bids. The Silver Bullet – How RFPs Are Won will serve as a strategic guide to help you significantly increase your win rate – and more. This book details Nancey’s top strategies for every step of the proposal process: * Legal procurement and the growing sophistication of in-house legal departments; * Questions firms should ask before they decide to propose for the work; * Best practices and how to analyze a “cheat sheet” to discover the key to winning RFPs; * How to get you to plan strategically through every phase of the proposal process; * How to use the magical formula to gain credibility and prove you are the firm to hire; * How to work strategically with subject matter experts as a team; and * How to write an effective executive summary. This book is primarily written for law firms but the information within will also prove invaluable for procurement professionals.
Table of ContentsChapter 1: How procurement impacts law firm selection – a strategic approach Chapter 2: Proposal management strategies – the Go/No-Go decision Chapter 3: Analyzing the RFP to identify strategies Chapter 4: Working strategically as a team Chapter 5: Doing your homework to identify strategies Chapter 6: Kick-off meeting strategies Chapter 7: Different strategies for proposal size and timelines Chapter 8: Strategy: Needs, outcomes, solutions, and proof Chapter 9: Differentiation – the key to your strategy Chapter 10: Writing a strategic executive summary Chapter 11: Effectively using red teams to verify strategies Chapter 12: Strategic proposal tracking
