As a consultant to law departments on more than a dozen competitive bids, I have found few that do efficient reviews of the responses they get to their formal requests for proposals (RFPs) for outside counsel. Many different techniques and methodologies are used in these reviews and not all of them are productive. Corporate law departments do not compare notes much, and law firms stay quiet about competitive bid processes, so it is difficult for either side to make the best possible use of this potentially very helpful tool. To remedy that gap (at least partially), here are seven innovative tips for conducting competitive bids.
1. Go straight to the top
