Requests for proposals require sound responses to meet clients' needs; a growing number of clients are using RFPs when choosing counsel

Article Abstract:

Requests for proposals (RFPs) are a new and increasingly popular way corporations are choosing counsel, and law firms need to learn to use them well. In an RFP, the potential clients state their perception of the legal matter they require advice on. The law firm must respond promptly. In the case of a potential new client, general information on the firm's credentials and experience may be appropriate. RFPs should contain a statement of the legal matter at issue, a discussion of the advantages of retaining the law firm in question, a proposal and a proposed budget.

Innovations, Marketing, Law firms

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Law Department role may need rethinking

Article Abstract:

Corporate legal departments tend not to be seen as central to the operation of the business, and assessing a department's role in the corporate culture may be a first step in changing this state of affairs. A number of issues can be explored. The corporate legal department's mission can be assessed as part of an annual survey of all departments. Streamlining and making legal services more efficient may be in order, and an implementation schedule for improving service might help. An incentive program within the legal department will probably improve its operation.

Management, Surveys, Corporate counsel, Corporate culture

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Rainmaking joins the curriculum; in more schools

Article Abstract:

Law schools would do well to offer courses in marketing and client development. To clients the law belongs to the service professions and they are interested in both a quality work product and quality service. Role-playing from the positions of both attorney and client can help law students put themselves in the client's shoes. Marketing courses must also include the bearing of the Model Rules on marketing techniques.

Curricula, Study and teaching, Law schools

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