APMP BID & PROPOSAL CON 2015 | PAGE * Lies Legal Told You: 11 Insider Tips to Avoid the Lawyers... and Losing the Bid Christopher Sant, Esq. | chrissant.com.

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Presentation transcript:

APMP BID & PROPOSAL CON 2015 | PAGE * Lies Legal Told You: 11 Insider Tips to Avoid the Lawyers... and Losing the Bid Christopher Sant, Esq. | chrissant.com

APMP BID & PROPOSAL CON 2015 | PAGE * Why? Compare: “significantly higher yield” vs. “5.2% higher yield, which translates to $8 million per year”

APMP BID & PROPOSAL CON 2015 | PAGE * Why?

APMP BID & PROPOSAL CON 2015 | PAGE * Did legal really say that? (Or did a friend of a friend say legal said that?)

Write it anyway! (Unless you’re dealing with top secret stuff. Then double check first.)

APMP BID & PROPOSAL CON 2015 | PAGE * Why lawyers do what they do

APMP BID & PROPOSAL CON 2015 | PAGE * Is a proposal a contract? 1) Offer 2) Acceptance 3) Consideration

APMP BID & PROPOSAL CON 2015 | PAGE * Ensuring it's not a contract

APMP BID & PROPOSAL CON 2015 | PAGE * Providing proof

APMP BID & PROPOSAL CON 2015 | PAGE * 1) Misleading with lies or omissions 2) Reasonable person 3) "Materiality" Is it "false advertising"?

APMP BID & PROPOSAL CON 2015 | PAGE * This is the most amazing picture of puffins ever!!

APMP BID & PROPOSAL CON 2015 | PAGE * But!

APMP BID & PROPOSAL CON 2015 | PAGE * 1)For representations: Are you 95% positive of what you’re saying? 2)For omissions: Would knowing the missing information cause a reasonable client to change their buying decision? How to ensure you’re not misleading

APMP BID & PROPOSAL CON 2015 | PAGE * Is it a guarantee/warranty?

APMP BID & PROPOSAL CON 2015 | PAGE * Feel comfortable including your proof if it is: Honest Evidence-Based Reasonable Ask HER

APMP BID & PROPOSAL CON 2015 | PAGE * What you can and can’t do

APMP BID & PROPOSAL CON 2015 | PAGE * Talking about competitors 1) Ethical 2) Good Business 3) Legal

APMP BID & PROPOSAL CON 2015 | PAGE * Using a logo

APMP BID & PROPOSAL CON 2015 | PAGE * Mentioning clients in case studies

APMP BID & PROPOSAL CON 2015 | PAGE * Including quotes

APMP BID & PROPOSAL CON 2015 | PAGE * Writing the proposal so it can go in the contract?

APMP BID & PROPOSAL CON 2015 | PAGE * How to push back

APMP BID & PROPOSAL CON 2015 | PAGE * 1)Be confident in your proof 2)Act confident in your proof 3)Provide the evidence 4)Demonstrate reasonableness with the ACE formula: i.Average ii.Common iii.Expected To push back

APMP BID & PROPOSAL CON 2015 | PAGE * Questions

APMP BID & PROPOSAL CON 2015 | PAGE * Chris Sant Founder and Big Kahuna Christopher Sant Consulting chrissant.com Contact Us APMP PO Box Washington, DC Phone: +1 - (202)