Calibrate CEO Jennifer Johnson was featured in aLaw360 article “Law Firms Get Smarter When Responding to RFP’s.” Based on a survey compiled by Calibrate and our U.K. alliance partner Totum Partners, the article addresses the shift in how law firms in the U.S. and and U.K. are each approaching their RFP process. The data shows that times have changed, and as Jennifer explains, “Business development professionals are increasingly sophisticated, and they’re saying, ‘Just because it’s an opportunity, doesn’t mean it’s the right opportunity for us,’ and ‘Just because it’s there, doesn’t mean we should do it. It used to be, ‘Here’s an RFP, let’s answer it,’ without really thinking about the economics of whether they would make money on it if they were to actually win.”
Read more at Law360 here.
