Law firms don’t lose RFPs because they’re unqualified. They lose because it never made sense to respond in the first place.
Most RFPs are decided before they’re ever sent. The client already knows who they want. The rest of the field is there to justify a decision already made.
Yet firms keep chasing:
- Cold RFPs
- No-access situations
- Spray-and-pray opportunities wasting precious partner and MBD hours
- Work that was never strategically worth winning
The result? Wasted partner time. Burned-out MBD teams. Lower win rates without knowing why.
The firms winning the best work do something different: They kill bad pursuits early – and double down where they can win.
We’ve been helping firms navigate this decision for over a decade. What we kept seeing was the same problem: the go/no-go conversation happened too late, too informally, or not at all. So in 2015, we built our first Go/No RFP Checklist.
By popular request we have updated it for today’s market – bigger client relationships, higher client scrutiny, and a competitive landscape rewarding more selective firms.
👉 Download the complimentary complete, customizable RFP Go/No-Go Checklist here.
One question cuts through the noise:
- Would you pursue this if there was no RFP?
If the answer is no – you already have your answer.
Best in the market ahead –
MBR
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