Move beyond offering common
“price of admission” value-adds! To be truly different, law firms, lawyers
and other professionals need to offer something better, cheaper and/or faster,
not simply all the existing value-adds already offered by most competitors.
Below is a list of the eight
very common “price of admission” value-adds that most clients are already
offered in RFP responses or already receive from most law firms and lawyers
with whom they work:
- Firm hospitality, event access, periodic entertainment – as acceptable under company policies.
- Requesting a lunch or meeting without a specific objective that has something in it for the client.
- Newsletters and alerts that are not relevant to the client’s needs.
- Seminars, workshops, training, CLE, boardroom lunches.
- Private extranets in some form.
- Precedent databases.
- Complimentary access to firm’s resources or professionals such as library, knowledge management specialist, pricing or public relations professionals, etc.
- Secondments that cost the client money.
According to results from the 2019 Legal Procurement Survey @Buying
Legal Counsel, client’s favorite value-adds are complimentary:
- Hotlines/access to experts for quick questions
- Pre-matter planning sessions, and
- Tailored seminars and business-level training.
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