Q: How do law firms select you, and how do they reach out in urgent matters?
Chloe: “I think it’s a two-fold process. First, clients need to decide which law firm to approach, and that usually starts with relationships. For complex work, it’s all about who they know and trust to deliver high-quality results. If they don’t have an existing relationship, they’ll often seek referrals from their network. Reputation plays a role too, but the relationships and referrals really drive those decisions. Once they decide, they generally contact us via phone or email, though we’re seeing more clients leveraging procurement platforms to quickly send out requests for quotes to a few trusted firms.”
Q: How does your firm ensure it’s a “smooth operator” in RFP processes?
Chloe: “It’s all about having the right infrastructure in place so we can respond quickly and focus on adding value. This means maintaining up-to-date templates, current bios with our latest achievements, and other content ready to go. With these elements set up, we can concentrate on what truly matters: understanding the client’s specific needs and demonstrating how we’ll approach their project. That’s where the real value lies—showing clients we’re not just responding to the RFP but are already thinking about their objectives and how we can help achieve them.”
Q: What’s your approach to pitching, aside from price?
Chloe: “Great question. When pitching, it’s rarely about just money. For us, it’s about demonstrating value by clearly understanding the client’s goals and showing how we’ll tackle their challenges. We emphasise the insights we bring from past experience, as this helps clients see the unique perspectives we offer. Ultimately, it’s about showcasing our approach to the work and the value we bring, which is often what drives the client’s decision on who to work with.”
