Budget-conscious clients are increasingly leaning on requests for proposal — or RFPs — to source work and control costs, and while a backlash has emerged among naysayers who see too much work for too little payoff, many experts suggest law firms that opt out of the process could be shooting themselves in the foot.
Greenberg Traurig CEO Richard Rosenbaum suggests firms that opt out may be forgetting a bedrock principle of legal business development: client service.
“The focus of our profession is clients,” Rosenbaum says. “For those clients who see value in using RFPs to procure legal services, it is the law firm’s responsibility to respond as authentically as possible.”
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