Delaware Valley Law Firm Marketing Group

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RFPs: Meet the Experts

Date of event: 3-28-2012
Time of event: 12:00 noon Please note that this program is on Wednesday
Location of event: Pepper Hamilton LLP, 3000 Two Logan Square, Eighteenth and Arch Streets, Philadelphia, PA 19103-2799

What do you do when you receive the dreaded call that a Request for Proposal (RFP) is due in 48 hours? This month, we are lucky to have four of our most experienced law firm marketers tell us how they do it. Join us to hear the stories and color commentary.

How to evaluate RFPs
- “Go/no go” decision
- Due diligence

How the Marketing Department can help in the RFP process
- Resource management
- Metrics

Elements of a winning RFP response

After the RFP
- Follow-up and next steps

Common problems, plus the panel’s top tips for living through the process.

Panel:

James T. Austin
Jim is the director of publications at Pepper Hamilton LLP. He manages the firm’s pitch and proposal process, oversees Pepper’s Web sites and the firm’s marketing collateral materials, and has his hand in numerous other marketing projects. Jim has been at Pepper since 1999, and previously was publications manager for Morgan Lewis. Before that, he worked for 15 years as a newspaper reporter and editor. He has been known to compare RFPs to colonoscopies and serious dental work, but notes that in the latter procedures, you typically have the advantage of being unconscious.

Cheryl Disch
Cheryl is senior manager of marketing information systems at Duane Morris LLP. She is responsible for the development and maintenance of systems and content supporting the firm’s business development activities, including proposals, research, the experience database and CRM. Cheryl has been with Duane Morris since 2000 and previously handled proposals and marketing communications at Lockheed Martin Advanced Technology Labs. Her first RFP experience was a summer job on the proposal team at Grumman Aerospace logging artwork for the then top-secret replacement for USPS mail trucks in the 80s. Without computers.

Sharen Nocella
Sharen recently rejoined the legal community as the director of marketing at Obermayer Rebmann Maxwell & Hippel LLP. She has nearly 20 years of experience in business development and marketing. Prior to joining Obermayer, Sharen was director of sales for Peddler’s Village, the third most visited tourist attraction in the greater Philadelphia region. She was the director of marketing at Stradley Ronon for eight years before leaving the legal profession.

Katherine L. Rebechi
Kathy is a marketing coordinator at Pepper Hamilton LLP. She brings to the firm more than 20 years of experience working with attorneys on marketing and business development. She supports the firm’s general marketing efforts and is primarily responsible for assisting the director of publications. Before joining Pepper, she was a member of the marketing staff at Morgan Lewis.

Mary Beth Pratt, Moderator
Mary Beth wrote her first RFP in the nonprofit sector a very long time ago…yes, the more things change, the more they stay the same. She now consults with law firms and is an adjunct professor at Temple University Law School, where she teaches a course in law practice management.

Resources

The Law of Analytics Presentation by Anita Andrews
This is a PDF of the PowerPoint used by our speaker on Jan. 30, 2013.
Click here for more...

BTI - Checking Your Strategic Alignment
10-23-2012
BTI - Checking Your Strategic Alignment, PowerPoint from October 23, 2012
Click here for more...

LinkedIn and JD Supra: Tips to Effectively Market Your Legal Practice Online
Information and PowerPoint presentations from the September 25 meeting.
Click here for more...

Online Marketing Pitfalls to Avoid: Tips from the Trenches
A PDF of Jason Lisi's presentation at the May meeting.
Click here for more...

Using Social Media to Create, Influence, and Maintain Lucrative Relationships
A PDF of John Hellerman's presentation at the December meeting.
Click here for more...

Ethics of Social Media Marketing for Law Firms
A PDF of Gina Rubel's presentation at the October meeting.
Click here for more...

Search Engine Optimization: Your (and Your Partners') Questions Answered
Here is the PowerPoint from the program on April 26 on Search Engine Optimization, presented by Jason Lisi.
Click here for more...

A Predator's Paradise: Selected slides from BTI's Premium Practices Forecast and Client Service Performance 2011
A PDF of Marcie Borgal Shunk's presentation on March 23
Click here for more...

The Future of the Legal Profession!
Click here for more...

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