Matthew Prinn

Want to sell legal services better? Get the right people in the room.
In the past decade, we’ve seen a shift in the way legal departments buy legal services: The number of professionals who are not lawyers who are influencing the buying and selling of legal services has grown. It now includes new players on both sides of the equation — legal marketers and legal operations/procurement. For the sake of this article, I’m going to refer to procurement and operations in the same grouping, but they...

This article focuses on the latest trends in RFPs in the legal industry.

Episode 60
Matthew Prinn has nearly 20 years of experience working at small, mid-size and large law firms in the areas of business development, marketing, project management, pricing and legal operations. As Principal of RFP Advisory Group, he partners with law firms that are looking to win more RFPs, as well as with corporate counsel and C-suite executives to better manage outside counsel legal spend. Matthew has issued and responded to every type of RFP used in the legal industry and has ex...

According to buyers of legal services, there are two fatal intelligence-gathering mistakes law firms make when pitching new business or responding to requests for proposals: the diversity of their proposal team and not doing enough homework to understand how the client’s business makes money. (See “Silicon Valley In-House Counsel Are Deadly Serious About Diversity.” )
These are unforced errors that firms can avoid with proper planning.
In my previous article for Attorney at Work, we covered f...

Article about how to improve law firm practice group meetings.

Requests for proposals, known as RFPs, first gained traction in the 1980s with Fortune 100 companies. With advances in technology along with the rise of legal operations and procurement professionals, the RFP has evolved into the go-to tool for comparing law firm attributes, negotiating price and buying legal services.
The Rise of RFPs
RFPs are no longer the domain of Fortune 100 legal departments. Increasingly, smaller companies are using RFPs to better manage their outside counsel spend. Te...

For decades, law firms big and small have been creating marketing content about changes in the law to clients and prospects as part of their marketing and business development strategy. These law firm branded pieces authored by lawyers are typically called “client alerts” or similar terminology such as “client insights” or “legal updates.”
When firms first started issuing these items, they were often printed newsletters that included multiple articles from lawyers across the firm that were ma...

The Importance of Business Networking
Matthew Prinn
Apr 26
Updated: April, 2018
by Matthew Prinn | | Blog, business management, leadership, marketing |
Networking is essential, regardless of the type of business you operate. It provides an opportunity to learn from your peers and meet others at various stages along the same path. While you may understand the importance of networking, you may not know where to begin. As with any task, the best way to get started is to develop a step-by-step st...

In April, BTI Consulting published a post titled 22% of Clients Bring on New GCs: New Game, New Rules, New Rates. The article notes the following two implications for law firms about general counsel actions when they join a new company.
This is only the beginning of a trend. The growth rate in retiring baby boomers will increase before it drops—expect a steady stream of new GCs. Plan ahead and develop a standard set of protocols to welcome all new GCs—and build yourself some serious relations...

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Matthew Prinn is from Boston Massachusetts. Matthew Prinn can be reached at mattprinn@mattprinn.com
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https://matthewprinn.com/
https://matthewprinn.net/
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https://matthewprinn.contently.com/
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