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Law Firm Intelligence: Researching an RFP: Winning Business Through Understanding Clients

By Shannon Sankstone
May 28, 2008

[Editor's Note: In April, Shannon Sankstone, Marketing Research Analyst at Quarles & Brady, contributed her first article to MLF on competitive intelligence in law firms. For some time I had been looking for what I described to her as the 'missing link' to MLF ' a column that focused on CI. After some discussion, Shannon agreed to do a regular bi-monthly column for us. We are so lucky to have her. And so I want to take this opportunity to welcome Shannon Sankstone to MLF and to our Board of Editors.]

Law firms are constantly responding to request for proposals (RFPs), and researchers are, more than ever, integrating into the business development team. Researchers can add significant value to the RFP process through analyzing the company, firm, and competition and providing their findings and recommendations to the team. This article details the process for gathering intelligence that would support a comprehensive RFP response, as well as the final research product that is presented to the business development team.

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