The Silver Bullet: How RFPs are won

<!doctype html> <html class="no-js" lang=""> <head> <meta charset="utf-8"> <title>The Silver Bullet: How RFPs are won</title> <meta name="viewport" content="width=device-width, initial-scale=1.0"> <link rel="shortcut icon" href="https://globelawonline.com/favicon_globe.png"> <meta name="_token" content="OVKwCBhOZVpRaXGxoC3W3LL6s0dEyciUclyHLlhn" /> <link rel="sitemap" href="https://globelawonline.com/sitemap.xml" type="application/xml" /> <meta name="citation_publisher" content="Globe Law and Business Limited" /> <meta name="citation_title" content="The Silver Bullet: How RFPs are won" /> <meta name="citation_publication_date" content="2018/08/31" /> <meta name="citation_online_date" content="2018/08/31" /> <meta name="citation_firstpage" content="1" /> <meta name="citation_lastpage" content="128" /> <meta name="citation_pdf_url" content="https://globelawonline.com/pdf/book/163/the-silver-bullet-how-rfps-are-won.pdf" /> <meta name="citation_isbn" content="9781787426610" /> <meta name="citation_xml_url" content="https://globelawonline.com/book/xml-file/163" /> <meta name="citation_author" content="Nancey L Watson" /> <style> em { background-color: #0bf2c0; } </style> <link rel="stylesheet" href="https://globelawonline.com/assets_globe/bundle.css?assets_cache=20231004212701"> <link href="https://globelawonline.com/assets_admin/plugins/bootstrap-datepicker/bootstrap-datepicker.min.css?assets_cache=20231004212701" rel="stylesheet" type="text/css"/>  <script>(function(w,d,s,l,i){w[l]=w[l]||[];w[l].push({'gtm.start': new Date().getTime(),event:'gtm.js'});var f=d.getElementsByTagName(s)[0], j=d.createElement(s),dl=l!='dataLayer'?'&l='+l:'';j.async=true;j.src= 'https://www.googletagmanager.com/gtm.js?id='+i+dl;f.parentNode.insertBefore(j,f); })(window,document,'script','dataLayer','GTM-W3PW9RN'); </script>  <script type='text/javascript' src='https://d1bxh8uas1mnw7.cloudfront.net/assets/embed.js'></script> <script src="https://www.google.com/recaptcha/api.js" async defer></script> </head> <body class="home"> <div class="header"> <div class="header__left"> <a href="#" class="burger-btn d-block d-md-none"><i class="fa fa-bars" aria-hidden="true"></i><span class="sr-only">Menu Expand</span></a> <a href="https://globelawonline.com" class="logo"> <img src="https://globelawonline.com/assets_globe/images/logo.png" alt="logo"> </a> </div> <div class="header__right"> <div class="container-fluid"> <div class="row"> <div class="col align-self-center"> <form action="https://globelawonline.com/search" class="form search-form"> <input type="hidden" name="type" value="any"> <div class="input-group"> <label for="search-top-field" class="sr-only">Search Titles</label> <input name="keywords" id="search-top-field" type="text" class="form-control" placeholder="Search..." value="" required> <div class="input-group-append"> <button class="btn" type="submit"><i class="fa fa-search" aria-hidden="true"></i><span class="sr-only">Search</span></button> </div> </div> <div class="form__group"> <h5>Search options:</h5> <div class="input-group"> <div class="input-group-prepend"> <div class="input-radio"> <input id="search-title" aria-label="Search Titles" checked="checked" name="search_param" type="radio" value="title"> <label for="search-title">Search Titles</label> </div> </div> </div> <div class="input-group"> <div class="input-group-prepend"> <div class="input-radio"> <input id="search-full-text" aria-label="Full-text" name="search_param" type="radio" value="text"> <label for="search-full-text">Full-text</label> </div> </div> </div> </div> </form> </div> <div class="col-auto align-self-start header-buttons"> <div class="header-buttons-container"> <a href="https://globelawonline.com/login" class="login-btn login-btn-primary"> <i class="fa fa-sign-in" aria-hidden="true"></i>Login </a> </div> </div> </div> </div> </div> </div> <div class="wrapper menu-active"> <div class="sidebar"> <div class="d-block d-md-none"> <a href="#" class="burger-btn"><i class="fa fa-bars" aria-hidden="true"></i></a> <a href="https://globelawonline.com" class="logo"> <img src="https://globelawonline.com/assets_globe/images/logo.png" alt="logo"> </a> </div> <div class="nav"> <ul> <li class="has-children "> <span> <a href="#">Collections</a> <i class="fa fa-plus" aria-hidden="true"></i> </span> <ul> <li><a href="https://globelawonline.com/collection/38/banking-and-finance">Banking and Finance</a></li> <li><a href="https://globelawonline.com/collection/40/company-and-commercial">Company and Commercial</a></li> <li><a href="https://globelawonline.com/collection/47/dispute-resolution">Dispute Resolution</a></li> <li><a href="https://globelawonline.com/collection/21/energy-oil-and-gas">Energy - 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and winning - Request for Proposals is finally here. The Silver Bullet - How RFPs Are Won will serve as a strategic guide to help you significantly increase your win rate - and more. </p> </div> </div> </div> <div class="tab d-none" id="tab1-2"> Over the years, Nancey L Watson has used her expertise with procurement and pricing methods and applying strategy for hundreds of proposals to win $3 billion in competitive bids. The Silver Bullet - How RFPs Are Won will serve as a strategic guide to help you significantly increase your win rate - and more. This book details Nancey's top strategies for every step of the proposal process:<br /> <br /> + Legal procurement and the growing sophistication of in-house legal departments;<br /> + Questions firms should ask before they decide to propose for the work;<br /> + Best practices and how to analyze a "cheat sheet" to discover the key to winning RFPs;<br /> + How to get you to plan strategically through every phase of the proposal process;<br /> + How to use the magical formula to gain credibility and prove you are the firm to hire;<br /> + How to work strategically with subject matter experts as a team; and<br /> + How to write an effective executive summary.<br /> <br /> This book is primarily written for law firms but the information within will also prove invaluable for procurement professionals. </div> <div class="tab d-none" id="tab1-3"> <div class="section section-accordion"> <div class="section__head"> <h3>Table of Contents</h3> </div> <div class="section__body"> <table id="toc"> <tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Cover\r</span></th> <td class="count"><span class="text">Cover</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Title page\r</span></th> <td class="count"><span class="text">i</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Copyright page\r</span></th> <td class="count"><span class="text">ii</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Contents</span></th> <td class="count"><span class="text">iii</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Executive summary</span></th> <td class="count"><span class="text">vii</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">About the author</span></th> <td class="count"><span class="text">xi</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Acknowledgements</span></th> <td class="count"><span class="text">xiii</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 1: How legal procurement impacts law firm selection – a strategic approach</span></th> <td class="count"><span class="text">1</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">The role of legal procurement</span></th> <td class="count"><span class="text">4</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Why proposals lose</span></th> <td class="count"><span class="text">10</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 2: The go/no-go decision – strategic considerations</span></th> <td class="count"><span class="text">13</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Return on investment</span></th> <td class="count"><span class="text">14</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Checklists and process charts</span></th> <td class="count"><span class="text">15</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Pre-determined RFPs</span></th> <td class="count"><span class="text">18</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 3: Analyzing the RFP to identify strategies</span></th> <td class="count"><span class="text">19</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Procurement’s RFP process</span></th> <td class="count"><span class="text">19</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Your win themes are buried in the RFP</span></th> <td class="count"><span class="text">22</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Answer the questions</span></th> <td class="count"><span class="text">23</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Evaluation/selection criteria</span></th> <td class="count"><span class="text">24</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Procurement’s scoring process</span></th> <td class="count"><span class="text">24</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 4: Working strategically as a team</span></th> <td class="count"><span class="text">29</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">The role of the proposal manager/team</span></th> <td class="count"><span class="text">29</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Working with the proposal manager</span></th> <td class="count"><span class="text">31</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">The role of lawyers</span></th> <td class="count"><span class="text">32</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Working with lawyers</span></th> <td class="count"><span class="text">33</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">The role of subject matter experts</span></th> <td class="count"><span class="text">35</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Working with subject matter experts</span></th> <td class="count"><span class="text">35</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Knowledge management</span></th> <td class="count"><span class="text">36</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Legal project management</span></th> <td class="count"><span class="text">36</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Proposal management strategies</span></th> <td class="count"><span class="text">37</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 5: Doing your homework to identify strategies</span></th> <td class="count"><span class="text">39</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Internal research</span></th> <td class="count"><span class="text">40</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Competitive intelligence</span></th> <td class="count"><span class="text">47</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 6: Kick-off meeting strategies</span></th> <td class="count"><span class="text">51</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Before the kick-off meeting</span></th> <td class="count"><span class="text">51</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">The kick-off meeting</span></th> <td class="count"><span class="text">55</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Strategy</span></th> <td class="count"><span class="text">55</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">After the kick-off meeting</span></th> <td class="count"><span class="text">60</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 7: Different strategies for proposal size and timeline</span></th> <td class="count"><span class="text">63</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Informal pitch/credentials</span></th> <td class="count"><span class="text">63</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Formal RFP response</span></th> <td class="count"><span class="text">64</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Scalability</span></th> <td class="count"><span class="text">65</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 8: Strategy – needs, solutions, outcomes, and proof</span></th> <td class="count"><span class="text">67</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Win themes</span></th> <td class="count"><span class="text">67</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Strategies for an existing client</span></th> <td class="count"><span class="text">70</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Needs/issues</span></th> <td class="count"><span class="text">72</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Solutions</span></th> <td class="count"><span class="text">74</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Outcomes/benefits</span></th> <td class="count"><span class="text">74</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">“So what?”</span></th> <td class="count"><span class="text">76</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Proof/evidence</span></th> <td class="count"><span class="text">77</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Things you say about your firm</span></th> <td class="count"><span class="text">78</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Things your clients and vendors say about your firm</span></th> <td class="count"><span class="text">79</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Third party comments</span></th> <td class="count"><span class="text">79</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Summary</span></th> <td class="count"><span class="text">80</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 9: Differentiation – the key to your strategy</span></th> <td class="count"><span class="text">83</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Differentiation strategy: questions to consider</span></th> <td class="count"><span class="text">84</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Services-based differentiation</span></th> <td class="count"><span class="text">84</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Needs/issues</span></th> <td class="count"><span class="text">85</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">What clients want</span></th> <td class="count"><span class="text">85</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Solutions</span></th> <td class="count"><span class="text">86</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Outcomes/benefits</span></th> <td class="count"><span class="text">87</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Proof</span></th> <td class="count"><span class="text">87</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Added value</span></th> <td class="count"><span class="text">88</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Image differentiation – branding</span></th> <td class="count"><span class="text">89</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Negative strategies and positive strategies</span></th> <td class="count"><span class="text">90</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Negative strategies = fear</span></th> <td class="count"><span class="text">90</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Positive strategies = gain</span></th> <td class="count"><span class="text">90</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 10: Writing a strategic executive summary</span></th> <td class="count"><span class="text">93</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">The highest score wins</span></th> <td class="count"><span class="text">93</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Needs/issues – you get it</span></th> <td class="count"><span class="text">94</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">The solution – you’ve got it</span></th> <td class="count"><span class="text">95</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">The outcome/benefit – you define it</span></th> <td class="count"><span class="text">95</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">The proof/evidence – you can do it</span></th> <td class="count"><span class="text">95</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Differentiators – you can always differentiate</span></th> <td class="count"><span class="text">96</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 11: Effectively using red teams to verify strategies</span></th> <td class="count"><span class="text">99</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Right people – right thing – right time</span></th> <td class="count"><span class="text">99</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Role of the red team</span></th> <td class="count"><span class="text">99</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Right people</span></th> <td class="count"><span class="text">100</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Right thing</span></th> <td class="count"><span class="text">101</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Right time</span></th> <td class="count"><span class="text">102</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Alternatives to formal red team reviews</span></th> <td class="count"><span class="text">103</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Following the red team review</span></th> <td class="count"><span class="text">103</span></td> <td class="action"></td> </tr></tbody><tbody class="chapter"> <tr class="head"> <th class="toc-level-2"><span class="text">Chapter 12: Strategic proposal tracking</span></th> <td class="count"><span class="text">107</span></td> <td class="action"></td> </tr> <tr class="head"> <th class="toc-level-3"><span class="text">Measuring win rates</span></th> <td class="count"><span class="text">107</span></td> <td class="action"></td> </tr></tbody> </table> </div> </div> </div> <div class="tab d-none" id="tab1-4"> </div> <div class="tab d-none" id="tab1-5"> <p>Nancey L Watson, BEd<br /> <a href="https://www.linkedin.com/in/nancey-watson-837a83/" target="_blank" rel="noopener noreferrer">https://www.linkedin.com/in/nancey-watson-837a83/</a><br /> <br /> Nancey L Watson, BEd. is president of NL Watson Consulting Inc. She has helped professional services firms win over $3 billion in competitive bids. For nearly three decades she has worked with Big Four accounting firms, Top 10 engineering firms, and since 2012 has worked almost exclusively with global, national, mid-size, and boutique law firms in Canada and the United States on proposals and presentation strategies.<br /> <br /> She is an internationally recognized speaker who presents on topics such as pricing tactics, pricing masterclass, legal procurement's impact on law firm selection at in-house and law firm conferences including Thomson Reuters, Law Firm Marketing Partner Forum, Canadian Corporate Counsel Association National Conference and In-House Counsel World Summit, LawVision Group, Practice Partners Roundtable, and Legal Marketing Association, Eastern Canada Regional Conference.<br /> <br /> Nancey is the creator and facilitator of the workshop: Strategic Proposal Management (c) 2018. The training session results in proven strategies on how to increase win rates in today's highly competitive marketplace. She is also the presenter of the Accredited Continuing Professional Development/Continuing Legal Education Course (two hours), How Procurement Impacts Law Firm Selection. As a contributing author for Thomson Reuters Legal Executive Institute she has articles published on procurement and law firm strategies and several podcasts on the Legal Executive Institute website. Between 2008 and 2012, she acted as the membership committee chair and board member for the legal marketing association, Toronto chapter, and is presently membership committee chair for Toronto.<br /> <br /> Nancey can be reached via email at the NL Watson Consulting website.</p> </div> <div class="tab d-none" id="tab1-6"> </div> </div> <div class="col-md-2 mb-3"> <a href="https://globelawonline.com/login" class="fa fa-star-o btn btn-block rounded-0 mb-3"><span class="pl-2">Add to favourites</span></a> <nav class="socials custom-socials"> <ul> <li> <a href="https://www.facebook.com/sharer/sharer.php?u=http%3A%2F%2Fglobelawonline.com%2Fbook%2F163%2Fthe-silver-bullet-how-rfps-are-won&title=The%20Silver%20Bullet%3A%20How%20RFPs%20are%20won" target="_blank"> <i class="fa fa-facebook-square" aria-hidden="true"></i> </a> </li> <li> <a href="https://twitter.com/intent/tweet?url=http%3A%2F%2Fglobelawonline.com%2Fbook%2F163%2Fthe-silver-bullet-how-rfps-are-won&text=The%20Silver%20Bullet%3A%20How%20RFPs%20are%20won" target="_blank"> <i class="fa fa-twitter" aria-hidden="true"></i> </a> </li> <li> <a href="http://www.linkedin.com/shareArticle?url=http%3A%2F%2Fglobelawonline.com%2Fbook%2F163%2Fthe-silver-bullet-how-rfps-are-won&title=The%20Silver%20Bullet%3A%20How%20RFPs%20are%20won&mini=true" target="_blank"> <i class="fa fa-linkedin-square" aria-hidden="true"></i> </a> </li> </ul> </nav> <a href="https://www.globelawandbusiness.com/online" class="btn fa btn-block rounded-0" target="_blank">Request a trial</a> </div> <div class="col-12 mb-5"> <div class="section-search search-form"> <div class="row"> <div class="col pr-0"> <form method="GET" action="https://globelawonline.com/book/163/the-silver-bullet-how-rfps-are-won" accept-charset="UTF-8"> <input class="form-control " id="search" autocomplete="off" placeholder="Search Inside" name="search" type="text"> </div> <div class="col-auto pl-0"> <button type="submit" class="btn search-inside" data-type="book" data-id="163"><i class="fa fa-search" aria-hidden="true"></i></button> </div> </form> </div> <div class="search-inside-result"></div> </div> </div> </div> </div> </div> <div class="footer"> <div class="row"> <div class="col-md-8"> <div class="footer__content"> <h1> <p>Practical, topical titles for international legal and business professionals<br></p> </h1> <ul class="footer__nav"> <li><a href="https://globelawonline.com/cookies">Cookies Policy</a></li> <li><a href="https://globelawonline.com/privacy">Privacy Policy</a></li> <li><a href="https://globelawonline.com/about-us">About Us</a></li> <li><a href="https://globelawonline.com/information-for-authors">Information for Authors</a></li> <li><a href="https://globelawonline.com/contact-us">Contact Us</a></li> <li><a href="https://globelawonline.com/terms">Terms & Conditions</a></li> </ul> <p class="m-0"> © 2024 Globe Law and Business Ltd. 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The Silver Bullet: How RFPs are won