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MARKETING TECHNOLOGY
Strategic Experience Management and Proposal Best Practices
Let's face it, pulling together pitches and proposals
is not fun for business development teams.
Why?
Because lawyers oen make requests at the last
minute – and on days that coincide with other high
priority tasks. BD teams can never seem to put their
hands on the right content. Their automated proposal
system, if they have one, isn't flexible enough to create
the best proposal possible. Maer information that
resides in Excel spreadsheets is difficult to navigate and
inadequate, or completely non-existent. And once the
proposal is out the door, BD teams never hear back from
the lawyer about whether the work was won or lost –
and why. It's a mental beatdown.
However, what is fun is winning. And with a properly
configured proposal automation solution, technologist
can help their business development counterparts solve
these problems and turn pitches and proposals into a joyful
process by following these four examples, implemented by
real law firms across the globe.
Start with strategy
How are you going to properly build or configure a solution
if you don't know the pitch and proposal goals of the firm?
The answer is – you can't. So ask your BD team questions
like these, which will lead to novel technical solutions:
What type(s) of work are the most profitable or
strategically aligned with firm objectives?
Are there specific pain points or problems the team is
hoping to resolve?
What are the limitations of the current process?
Can you outline a typical proposal request, from
cradle to grave?
How will success be defined in 1 year, 3 years and 5
years?
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How Technology
Can "Win" the
Winning Game
by Keith N. Wewe, Content Pilot LLC
