There are myriad reasons for clients seeking competitive bids, proposals, or tenders. And not all of the reasons are negative for professional service providers.
My experience of many hundreds of competitions is that clients seek competitive offers for legal and other expert professional services:
- to get the right expertise and team
- to get the right culture and “best fit”
- to drive positive change
- to redress/establish the right power dynamics in the relationship
- to extract clear commitments to specific service standards
- to conform with organisation-wide strategic sourcing policies
- to improve prices and value for money
- to get the focused attention of service providers who they know are capable of doing a great job.
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