Monday, May 11, 2009, 3:20 PM

Yes or No. Short and Sweet. FMC RFP.

Had a chance over the weekend to study the most recent information from FMC Technologies, asking law firms who might wish to become part of FMCTI's outside counsel network to submit a questionnaire. Check a few boxes and complete a short statement about the differentiation of the firm. Gotta love this approach. The Chief Legal Officer can say "tell us more" or "no thanks" quickly, as opposed to subjecting the law firm to a painful, time-consuming proposal exercise. Hope more inside counsel take this pathway. In sales, "no" is not a pleasant answer. But it is the second best answer (next to "yes") and it is vastly superior to the "maybe's" that occupy our brain cells and emotions and paralyze us. Following the Value Challenge clarion call, Jeff Carr and his team including Mark Wolf are to be applauded for their efforts to make the RFP exercise as efficient as they ask outside providers to be.

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