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INNOVATION TRANSLATION - Let’s just go ahead and say it: the RFP process is often a waste of time for law firms and clients alike, as firms expend time and resources on their pitches but frequently fail to sway legal departments away from their existing outside counsel. Sometimes that’s simply because a firm jumped at an “opportunity” that was never really there to begin, either because they weren’t right for the job or the client had no intention of awarding them the work. But even when clients really are looking to make the switch to a more innovative, efficient and tech-savvy firm, those initial conversations frequently end up going nowhere. Why? Because talking tech can be difficult and those discussions tend not to progress beyond the superficial, with prospective clients asking shallow questions about firms’ capabilities and firms responding with stock answers. In this week’s Law.com Trendspotter column, we look at how both sides can make the most of the RFP process—from knowing what questions should be asked and answered when it comes to tech to knowing when to sit the process out altogether. I’m interested to hear your thoughts: Is the RFP process still useful? And, if so, how can firms best demonstrate their ability to be innovative and efficient to current and prospective clients? Let me know at [email protected].

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