Three Simple, Yet Often Overlooked, RFP Criteria

Simple, right?

If I ran the world, law firms would only respond to RFPs when they meet the following criteria: 

✅ The firm actually wants the work on offer.

None of this "foot in the door" garbage. When did you last see that do anything but undermine brand and relegate a firm to commodity counsel?

By the way, "wants the work" assumes the work is profitable. Because who wants to do unprofitable work? Right? [ . . . ] Right?!

✅ The firm is credible to compete for the work.  

There's a place for stretch assignments, but not in an RFP response that will cost a firm whatever 40+ hours of time comes out to.

✅ Lawyers who want to do the work are invested in the proposal's success.  

The headline says it all. No subtext required.

And . . . 

Actually, my list is shorter than I expected. Those three probably correct most of what's wrong with how most firms approach RFPs. 

For more go/no-go help, check out this great resource from Michael Rynowecer and the gang at BTI Consulting. H/T Brian Colucci for the link.