TITLE

The way to win is in another's shoes

AUTHOR(S)
Solon, Matthew
PUB. DATE
March 2005
SOURCE
Lawyer;3/7/2005, Vol. 19 Issue 9, p31
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
The article provides a ten-point checklist to ensure lawyers go into a client pitch armed to the teeth. One is a strategy paper that puts forward the business case for a major acquisition. Success depends on the ability to focus on the totality of the client's agenda. High up that agenda is a rigorous approach to procurement and costs, of which lawyers need to have a clear understanding. Clients are applying this rigor in their own organizations. Their own customers or clients are unwilling to accept any increase in what they pay for goods and services. Every budget holder has to demonstrate that the money they spend delivers best value to the business. It is perfectly legitimate for clients to apply the same rigor to the purchase of professional services that they bring to paying for facilities management or office supplies.
ACCESSION #
16393984

 

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