Business development is essential for attorneys looking to grow their book of business. However, traditional methods like networking events and speaking engagements don’t suit everyone’s personality. If the thought of attending a networking event makes you cringe, that doesn’t mean you’re out of options. Responding to Requests for Proposals (RFPs) is a powerful yet often overlooked strategy.
Unlike one-off client engagements, RFPs provide an opportunity to secure long-term contracts that span multiple years. Here’s what you need to know about leveraging RFPs to develop sustainable business opportunities.
What Is an RFP?
A Request for Proposal (RFP) is a formal document that organizations use to ask for bids from qualified service providers, including attorneys. It outlines the legal services needed and invites firms to submit proposals detailing how they would meet those needs.
While RFPs are commonly issued by government agencies, corporations and nonprofit organizations also use them to ensure they select the best legal partner. These structured processes foster fairness, transparency, and competition while giving attorneys access to opportunities beyond their existing networks.
How Can Law Firms Find and Get Invited to RFPs?
If your firm is interested in RFP opportunities, there are several ways to get started:
- Government RFPs: Federal, state, and local agencies often post RFPs for legal services. Websites like Bidnet.com aggregate these listings, making it easy to find relevant opportunities.
- Corporate RFPs: Large companies often issue RFPs for legal services, but these typically require some level of relationship-building. Consider working with third-party services that specialize in sourcing corporate RFPs.
- Nonprofit RFPs: These opportunities blend elements of both government and corporate RFPs. A prior relationship with a nonprofit can increase your chances of receiving an invitation. Many nonprofit RFPs are posted on association websites such as the American Institute of Architects or Philanthropy News Digest.
RFPs can also serve as a cross-selling tool. If your firm already provides legal services to a company in one area, ask about upcoming RFPs for other practice areas where your firm has knowledge.
Understanding the RFP Process
Once an RFP is released, firms have a set timeframe to submit their proposals. Here’s a general overview of the process:
- Submission Window: Proposals must be submitted by a specific deadline. There is usually a short window to ask clarifying questions before finalizing your submission.
- Proposal Formatting: Some entities still require printed, bound proposals, but many now accept electronic submissions. Be sure to follow the specified format.
- Review and Selection: The reviewing organization evaluates submissions based on predefined scoring criteria. Most RFPs provide an estimated timeframe for the selection process.
What Information is Typically Included in an RFP?
RFPs vary based on the issuing organization and the legal services needed, but most include:
- Firm background and experience
- Areas of practice and firm structure
- Diversity, equity, and inclusion initiatives
- Relevant client references
- Specific experience in the requested legal area
- Lead attorney and team qualifications
- Fee structure and hourly rates
- Attorney bios for those involved in the project
How to Submit a Strong RFP Response
To maximize your chances of winning an RFP, follow these best practices:
- Carefully Review the RFP. To keep your response organized, create a checklist of deliverables, deadlines, and key contact information.
- Proofread Thoroughly: Spelling and grammatical errors can undermine your professionalism. Have multiple people review the proposal before submission.
- Follow Instructions Exactly: Something as simple as using the wrong font or exceeding a word count limit can disqualify your proposal. Pay close attention to all submission requirements.
- Consider a Third-Party Writer: RFPs require substantial time and effort. Hiring a business development or marketing professional to draft and refine your proposal can improve clarity and ensure it’s tailored to a non-legal audience.
Final Thoughts
RFPs offer law firms a structured and effective way to win new business—without relying on traditional networking. If your firm hasn’t yet explored this avenue, now is the perfect time to start.
Need guidance on the RFP process? Reach out to Lotus Business Growth Consultants. We can help you maximize your potential. Learn more about what we do by going to our website and checking out our LinkedIn.