Podcast: Avoiding RFP Mistakes to Win More Business

Episode 60

Matthew Prinn has nearly 20 years of experience working at small, mid-size and large law firms in the areas of business development, marketing, project management, pricing and legal operations. As Principal of RFP Advisory Group, he partners with law firms that are looking to win more RFPs, as well as with corporate counsel and C-suite executives to better manage outside counsel legal spend. Matthew has issued and responded to every type of RFP used in the legal industry and has extensive experience negotiating pricing and crafting AFAs and non-traditional billing structures.

Prior to RFP Advisory Group, Matthew spent 12 years at Am Law 100 firm K&L Gates, including six years as a Director of Business Development, where he oversaw nearly 1,000 RFPs in five years alone.

Matthew frequently hosts workshops and presentations on best practices and the latest trends in business development and RFPs for the legal industry. Most recently, he served as the lead speaker at the 2019 Buying Legal Council’s Winning Proposals RFP Workshop, which hosted over 65 law firms in a one-week period.

What you’ll learn in this episode:

• The five mistakes that law firms make in responding to an RFP.
• Why RFPs can be valuable assets for firms of all sizes.
• How the unbundling of legal services has impacted how companies use RFPs to compare law firms.
• The five questions that law firms should ask themselves before they even start responding to an RFP.
• How the RFP process has evolved as new technologies have become available.
• What trends will become increasingly commonplace in the RFP process in the future.

Additional resources:

• Website
• RFP Advisory Group LinkedIn
• Matthew’s LinkedIn
• Twitter
• Matt will be co-hosting the Buying Legal Council 2020 Winning Proposals Workshop
• Articles:
  • Five Questions to Ask Before Responding to an RFP – Attorney at Work
  • 5 Mistakes Law Firms Make When Responding To RFPs – Law360
  • 5 Things Clients Want from Law Firms for Free – General Counsel News

  Episode Transcript