In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Amy Burton-Bradley, Consulting Director at Julian Midwinter.

We discuss:
Should you always say ‘yes’ to a RFP/RFT? Amy outlines the key factors that need to be considered before engaging resources to develop a reply:
Is there an existing relationship? 
Does it aligns to firm’s strategy and core business?
How to use the first 48 hours of receiving an RFP/RFT to determine whether the firm prepares a response:
Set up a 30min meeting with key internal stakeholders.
Circulate the request and ensure parties read it prior to the meeting.
Complete a Bid/No Bid checklist.
In the meeting, share information/intel about the client: relationships, incumbents and assign responsibilities for preparing the response.
Capture replies and reasoning as to why/why not to proceed.
How to decline a RFP/RFT.
Elements of a reply:
How to standout in the Executive Summary
What ‘value adds’ are actually valuable to a client and how to up the ante, and 
Can alternative/creative pricing really set you apart from the next firm? 
How much impact does the procurement team play in assessing and assigning panel firms? And why you should always - win or lose - ask for a debrief and conduct an internal meeting.
You’ve won - wohoo! Understanding appropriate ways to get to know the client better and get a fair (greater) share of the work.





Connect with Amy:  

On LinkedIn

https://www.linkedin.com/in/amyburtonbradley/

Julian Midwinter website

https://www.julianmidwinter.com.au/profile/amy-burton-bradley/

Email Amy

mailto:abb@julianmidwinter.com.au

 

Resources mentioned:

20 question bid or no bid assessment checklist https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf

Tender and bid debriefing guide for internal teams

https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-tender-and-bid-debriefing-guide-internal-teams.pdf

 

Blogs mentioned:

Why firms keep bidding on losers and what you can do about it

https://www.julianmidwinter.com.au/2019/03/why-firms-keep-bidding-on-losers-and-what-you-can-do-about-it/

How to run a kick-off meeting for your tender, bid or proposal

https://www.julianmidwinter.com.au/2019/05/how-to-run-a-kick-off-meeting-for-your-tender-bid-or-proposal/

Same-same, but different – Best practice for recycling boilerplate tender, bid & proposal content

https://www.julianmidwinter.com.au/2017/12/same-same-but-different-best-practice-for-recycling-boilerplate-tender-bid-proposal-content/

Leveraging a tender or bid win to get more than your fair share

https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/

Tender debriefing with the client

https://www.julianmidwinter.com.au/2013/01/tender-debriefing/


Episode Transcript:

https://www.professionallychallenged.com/

In this episode, Rob Patterson of <a href="https://www.parkinslane.com.au/">Parkins Lane</a> and Paul Evans of <a href="https://www.torodigital.com.au/">Toro Digital</a> are joined by Amy Burton-Bradley, Consulting Director at <a href="https://www.julianmidwinter.com.au">Julian Midwinter</a>.
We discuss:
<ul>
<li>Should you always say &lsquo;yes&rsquo; to a RFP/RFT? Amy outlines the key factors that need to be considered before engaging resources to develop a reply:</li>
<ol>
<li>Is there an existing relationship?&nbsp;</li>
<li>Does it aligns to firm&rsquo;s strategy and core business?</li>
</ol>
</ul>
<ul>
<li>How to use the first 48 hours of receiving an RFP/RFT to determine whether the firm prepares a response:</li>
<ul>
<li>Set up a 30min meeting with key internal stakeholders.</li>
<li>Circulate the request and ensure parties read it prior to the meeting.</li>
<li>Complete a <a href="https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf">Bid/No Bid</a> checklist.</li>
<li>In the meeting, share information/intel about the client: relationships, incumbents and assign responsibilities for preparing the response.</li>
<li>Capture replies and reasoning as to why/why not to proceed.</li>
</ul>
<li>How to decline a RFP/RFT.</li>
<li>Elements of a reply:</li>
<ul>
<li>How to standout in the Executive Summary</li>
<li>What &lsquo;value adds&rsquo; are actually valuable to a client and how to up the ante, and&nbsp;</li>
<li>Can alternative/creative pricing really set you apart from the next firm?&nbsp;</li>
</ul>
<li>How much impact does the procurement team play in assessing and assigning panel firms? And why you should always - win or lose - ask for a <a href="https://www.julianmidwinter.com.au/2013/01/tender-debriefing/">debrief</a> and conduct an internal meeting.</li>
<li>You&rsquo;ve won - wohoo! Understanding appropriate ways to get to know the client better and get a fair <a href="https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/">(greater) share of the work</a>.</li>
</ul>
 
Connect with Amy:&nbsp;&nbsp;
On LinkedIn
<a href="https://www.linkedin.com/in/amyburtonbradley/">https://www.linkedin.com/in/amyburtonbradley/</a>
Julian Midwinter website
<a href="https://www.julianmidwinter.com.au/profile/amy-burton-bradley/">https://www.julianmidwinter.com.au/profile/amy-burton-bradley/</a>
Email Amy
<a href="mailto:abb@julianmidwinter.com.au">mailto:abb@julianmidwinter.com.au</a>
&nbsp;
Resources mentioned:
20 question bid or no bid assessment checklist <a href="https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf">https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf</a>
Tender and bid debriefing guide for internal teams
<a href="https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-tender-and-bid-debriefing-guide-internal-teams.pdf">https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-tender-and-bid-debriefing-guide-internal-teams.pdf</a>
&nbsp;
Blogs mentioned:
Why firms keep bidding on losers and what you can do about it
<a href="https://www.julianmidwinter.com.au/2019/03/why-firms-keep-bidding-on-losers-and-what-you-can-do-about-it/">https://www.julianmidwinter.com.au/2019/03/why-firms-keep-bidding-on-losers-and-what-you-can-do-about-it/</a>
How to run a kick-off meeting for your tender, bid or proposal
<a href="https://www.julianmidwinter.com.au/2019/05/how-to-run-a-kick-off-meeting-for-your-tender-bid-or-proposal/">https://www.julianmidwinter.com.au/2019/05/how-to-run-a-kick-off-meeting-for-your-tender-bid-or-proposal/</a>
Same-same, but different &ndash; Best practice for recycling boilerplate tender, bid &amp; proposal content
<a href="https://www.julianmidwinter.com.au/2017/12/same-same-but-different-best-practice-for-recycling-boilerplate-tender-bid-proposal-content/">https://www.julianmidwinter.com.au/2017/12/same-same-but-different-best-practice-for-recycling-boilerplate-tender-bid-proposal-content/</a>
Leveraging a tender or bid win to get more than your fair share
<a href="https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/">https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/</a>
Tender debriefing with the client
<a href="https://www.julianmidwinter.com.au/2013/01/tender-debriefing/">https://www.julianmidwinter.com.au/2013/01/tender-debriefing/</a>
 Episode Transcript:
<a href="https://www.professionallychallenged.com/">https://www.professionallychallenged.com/</a>

Professionally Challenged is the insider’s guide to the changes currently happening in the legal industry.  

Hosted by Rob Patterson of Parkins Lane and Paul Evans of Toro Digital, we interview the business leaders from law firms, legal groups, legal tech, NewLaw businesses and advisors to the industry.

Professionally Challenged

War stories from the leaders driving change in law firms.

Amy Burton-Bradley, the Consulting Director at Julian Midwinter. has over 15 years of experience in writing bids and tenders for professional services firms. Over a 10 year period, Amy has prepared over 350 successful bids and tenders.

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