Ben Walker: Mastering RFPs to Grow Your Business

In this episode, Steve Fretzin and Ben Walker discuss:

• Navigating the complexities of government contracting and responding to requests for proposals (RFPs)
• Strategies for effective employee retention and building long-term professional relationships
• Lessons learned through costly mistakes in vendor selection and employee hiring
• Marketing and sales tactics for growing service-based businesses in highly regulated industries

Key Takeaways:

• A structured “go or no-go” system helps companies quickly evaluate whether to respond to a request for proposal by screening for essential fit criteria such as pricing compatibility, service capabilities, and competition scope.
• Government contracting success often comes from proactive outreach, including attending local procurement events and targeting check-writing buyers to build relationships long before proposals are even announced.
• Past mistakes in hiring and vendor engagement revealed the critical importance of conducting thorough reference checks and background investigations to avoid long-term financial and operational damage.
• Customizing every proposal by adopting the agency’s language, tone, and acronyms dramatically increases the likelihood of success by signaling subject matter expertise and genuine alignment with their needs.

“If you’re not hiring people that are getting other offers, then I think you might be hiring the wrong people.” —  Ben Walker
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About Ben Walker: Ben Walker is the founder and CEO of Ditto Transcripts, the leading global provider of transcription services to the legal, law enforcement, medical, academic, financial, and general business industries. Born and raised in Omaha, Nebraska, Ben attended Creighton Prep High School in Omaha and Colorado State University in Fort Collins, Colorado, where he earned his degree in Economics.
Connect with Ben Walker:

Website: https://www.dittotranscripts.com/

Phone: (720) 287-3710

LinkedIn: https://www.linkedin.com/in/benkwalker/ & https://www.linkedin.com/company/ditto-transcripts/

Twitter: https://x.com/benjaminkwalker

Facebook: https://www.facebook.com/profile.php?id=100000712517059 & https://www.facebook.com/Transcription.Services.Company/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: Steve@Fretzin.com

Book: Legal Business Development Isn’t Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Audio production by Turnkey Podcast Productions. You’re the expert. Your podcast will prove it.

FULL TRANSCRIPT

Steve Fretzin: [00:00:00] Lemme ask you a question. Are you tired of guessing what actually works in business development On July 24th? Join me for Be That Lawyer Live where I’m bringing in the top rainmakers to give you the exact tactics they’re using to grow. Million dollar books of business. No fluff, no filler, just proven strategies and results.

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Narrator: you are listening to be that lawyer, life-changing strategies and resources for growing a successful law practice each episode, your host, author, and lawyer coach Steve Fretzin, will take a deeper dive helping you grow your law practice in less time with greater results. Now here. Here’s your host, Steve Fretzin.

Steve Fretzin: Hey everybody, it’s Steve Fretzin and welcome back to the Be That Lawyer Podcast. We are rocking and a rolling in here at Be That Lawyer. This show is all [00:01:00] about helping you to be that lawyer, confident, organized in a skilled rainin maker. And we like to have some fun, but we also know growing your law practice so that living your best lawyer’s life is a pretty important thing.

So I’m really hustling to find the best guess I can to give you guys an education on marketing, sales, time management, health and wellness, anything and everything that’s gonna help you to be successful and not make mistakes or as few mistakes as possible, or learn from mistakes or any way. We wanna un unravel that.

And today is no different. We got Ben waiting in the wings. How’s it going, my friend?

Ben Walker: Good, Steve. Thanks for having me.

Steve Fretzin: Yeah, my pleasure. We’re gonna have some good times today. Richard Branson. You a fan of Richard Branson.

Ben Walker: I am

Steve Fretzin: okay, guy knows what he’s doing. Here’s his quote, and let’s do the quote of the show and then I’d love to hear your take on it.

It’s train people well enough so they can leave, treat them well enough so they don’t want to. So welcome to the show and tell us a little bit about why that is your quote of the show.

Ben Walker: I think if you treat your employees well, they’re gonna treat the clients well, and the clients are gonna stay with you for a [00:02:00] long time, and they’re gonna tell all their friends about you.

So then you’ll get more clients organically through that.

Steve Fretzin: Yeah,

Ben Walker: that’s the idea behind that quote.

Steve Fretzin: I think a lot of law firms are frustrated because it’s like they feel like they’ve trained their people, they’ve given them like every advantage, and then they leave and they take it personally.

And I think we’ve gotta understand, people have, they have places they want to go and things they want to do and things they wanna accomplish. It’s not always a straight line where they just stay with you for 30 years. I don’t know how many lawyers can say they’ve stayed at the same place for 30 years anymore.

Ben Walker: Yeah, I’ve had really good employees leave that I didn’t want to leave, and they got opportunities that they couldn’t pass up. And that’s the way it goes. And if you’re not hiring people that are getting other offers, then I think you might be hiring the wrong people.

Steve Fretzin: Yeah. And again, the other point of the quote is, treat them well enough so they don’t wanna leave.

And so what are you doing to. Develop a relationship where they feel, loved and they feel [00:03:00] cared for, and they feel taken care of, and they don’t want to go. It’s like the best job they’ve ever had, and it still might leave, but at least you’re, you’re setting yourself up. If they do leave, maybe they’ll send you work, maybe they’ll send you referrals.

There’s, the relationship doesn’t end.

Ben Walker: Oh,

Steve Fretzin: exactly.

Ben Walker: I haven’t lost any of those relationships with the good employees that left.

Steve Fretzin: Yeah. We’re

Ben Walker: still all on very good terms, and I would hire ’em all back right now if they knocked on my door.

Steve Fretzin: That’s fantastic, man. Everybody, we’ve got Ben Walker here today.

He’s the CEO of Ditto transcripts. And I would love for you to give a little background in because we’re gonna get pretty deep today on a particular subject that hasn’t been covered on the show a lot. And so I wanna just give people an idea of your, of what you’re up to.

Ben Walker: Okay. The long story short is we originally started as a medical transcription services company, and due to some technical.

Technological changes in the medical industry, doctors now point and click. They don’t dictate like they used to. So toward the third or fourth year of doing that medical [00:04:00] transcription, we were getting calls from law enforcement agencies and law firms, and they would ask us to transcribe for them and we would tell them no.

And me and my old office manager started looking into the legal transcription industry and law enforcement transcription industry and found this. Other universe that we didn’t know existed. So we started to add legal law enforcement, academic, financial, and general business transcription services to our offerings to offset the losses we were getting from the doctors doing their own point and click and voice recognition transcription.

And we ended up with ditto transcripts and now we offer, like I said, all those other services. Including to government entities, which we weren’t doing before either. We were all private practice and health systems.

Steve Fretzin: Got it. Okay. And so I know we’re gonna talk a lot today about proposals, RFPs, dealing with government.

There’s a depth of knowledge that you have. [00:05:00] How does that play into it, knowing a lot about that subject?

Ben Walker: Knowing how to speak to them and speak their language, procurement language or say to a law enforcement agency knowing what they’re talking about, when. They use their acronyms and their terms so they feel comfortable knowing that you know what you’re talking about and you’re somewhat of a subject matter expert in their industry.

Steve Fretzin: Yeah. They care about that. They don’t want not looking for generalists.

Ben Walker: Yeah. And when you’re talking to, let’s say a procurement person with the state of Minnesota, and they’re speaking quickly and they’re saying things about procurement in Europe. Sitting there going, I don’t know what you’re talking about.

I’m not sure what you mean. They can get frustrated and they don’t necessarily have the time to teach you. So knowing it ahead of time helps tremendously.

Steve Fretzin: Yeah. Or record the zoom so at least you can play it back and figure out what the heck was going on. One of the things that I remember when I was coming up in sales would [00:06:00] be when buyers would say, this sounds great, Steve.

Send me something. Send me a proposal, or send me information. I was taught at an early, as a young buck coming up in sales, that was the kiss of death. That was basically a blow off move. And I agree with that to this day, that, if I say to someone, this sounds really interesting, Ben, send me some information.

I’m not gonna call you back. I’m looking to get out of the call and trying to get away. And that’s just in one of a half a dozen ways that we try to get outta stuff. But what’s the, what’s your take on, on, people that are looking for. Free advice and free information and in the form of proposals or RFPs?

Ben Walker: I’ve helped personally. I’ve helped a bunch of people learn about it because they asked, and I know that there are other business owners who I’ve met through different groups or whatever. There are also free resources in most major cities that the federal government or small business administration funds.

They put on [00:07:00] classes so you can learn about the RFP process from beginning to end. And that’s what actually what me and my old office manager did. Oh man, I bet it was 12 years ago now. We were going to those classes at a building in Aurora, Colorado, which is next to Denver, where this particular office is, and all the classes are free.

Follow ups with them are free. You can email or call them, and they’re more than happy to walk you through all of it, any of it. And they have unbelievably good resources online.

Steve Fretzin: Okay, but what, so let me ask you this question. There’s two sides to every coin, right? There’s the companies that are asking law firms and lawyers for RFPs, and then there are the lawyers who are.

Trying to make a decision about how to invest their time in doing RFPs or not doing RFPs. Can you demystify what’s going on the government or corporate level when they ask for RFPs? What are [00:08:00] they trying to accomplish as organizations?

Ben Walker: They’re more than likely trying to fill a quota. They might require 3, 4, 5 proposal responses to meet their internal requirements.

We use a go, no go. So when we get notifications for RFPs, we read them quickly and we judge almost immediately whether we’re a good fit or not. So that’s the go no go sheet. And it’s pretty basic can we provide the service they’re asking for? Are they willing to pay what we charge? Are they considering foreign competition?

Things like that. And if we don’t answer yes to everything, then we don’t reply. We move on to the next one.

Steve Fretzin: Okay. So there’s blind RFPs, right? Where they say this is, these are the requirements that we need for this job, and they need three to five of those to meet a quota. I get it. And they’re not allowing anyone [00:09:00] to call them, talk with them, ask questions, or are they.

Ben Walker: It depends most. So wait a second.

Steve Fretzin: Stop. That’s a very lawyerly answer you gave there.

Ben Walker: I almost went to law school there. It depends on the actual RFP or the corporation that is requiring it. If they won’t allow question and answer, we oftentimes will not respond. Okay? Because we don’t wanna spend all that time on an RFP response, and then you get.

Remove from consideration because you’re not in California or something trivial that you could have found out. If they do require or allow question and answer, we always ask five basic questions like, are you considering foreign competition? Are you gonna use ai? Things like that. And if they answer positively for us, then we will respond.

’cause we know it’s a good fit. We have a [00:10:00] good chance of getting the award.

Steve Fretzin: So four. All right, so you said five and then you gave me two. So I’m gonna push you for the others if possible. So you’re gonna ask about foreign competition. You’re gonna ask, and when you say ai, how do you mean? Can you create your, fill out the RFP using ai?

What’s the question there that you’re trying to get answered?

Ben Walker: AI to do the transcription.

Steve Fretzin: Okay. I had to do the transcription. Okay, so this is in your specific space? Yes. What other questions would you ask?

Ben Walker: Who they’re using now. Okay. How much they’re charging and if they’re happy with their current vendor.

Steve Fretzin: Okay. Is this done through an email or is this done through a phone call? How is this laid out?

Ben Walker: It’s all through email, so there’s a digital record of everything. Okay. And they will respond to your email confirming receipt of your questions. And questions are all due by say, May 27th from everyone interested.

So on May 28th. More than likely host the answers to all of the questions from everyone.

Steve Fretzin: Okay. [00:11:00] So this is, so there’s RFPs that are a hundred percent blind where they’re not gonna respond. They just send in and we’ll deal with you if we deal with you. Then there’s RFPs that come in where they allow certain period of time for questions to be asked.

And that those the ones that you’ll engage in?

Ben Walker: Yes.

Steve Fretzin: Okay. And then have you, yes. Keep going. Sorry.

Ben Walker: And I wanted get back to the phone call part. They don’t allow phone calls because then they have to allow phone calls from everyone. And it gives you a chance to make a personal connection.

And they don’t want that. They wanna be as objective as possible. So if they allow one guy to call, they have to allow every guy to call. Okay. And it, I used to call on purpose because I tried to create rapport with them to create a good relationship. If I knew something off of LinkedIn, like we went to the same school, I would bring that up.

I’d say, oh, I went to CSU too. And they don’t wanna hear that they, so they want to stay as objective as possible. So they do [00:12:00] not like it when you call.

Steve Fretzin: Yeah. Can we say that or can you say that flat out across the board in every situation, or do you feel like there might be like some general councils or some CEOs or some procurement com departments that.

They’re like, look, if somebody’s smart enough to call, good for them.

Ben Walker: You’re right. The ones that really don’t want it, they say, do not call, or we cannot take phone calls in the RFP and it will say it upfront. Okay? Usually very close to the beginning.

Steve Fretzin: Okay? Because in legal, there’s things called panels they want to get on the panel, and there may be, again, side doors, back doors, ways around.

Know, just a blind RFP. And I think some people are smart enough to make an effort to try to build a rapport or to try to ask some questions and get more information to, to make their response more on target and others are just gonna send it in, pray for the, pray for an outcome.

Ben Walker: Yes.

Steve Fretzin: And

Ben Walker: more on that [00:13:00] is, let’s say we know that Minneapolis St.

Paul has an RFP coming up. It’s expiring and it’s a five-year-old contract and they’re not happy with their current vendor. You start calling them six months beforehand to say, we’ll help you formulate the RFP, so you can help them word it and put things in there that are helpful to you and to your response.

That is a very common thing that happens now, especially with large corporations. So you can get in before they even release the RFP to the public.

Steve Fretzin: And maybe you help them with language that maybe an angle towards your solution.

Ben Walker: Yes. Okay. A hundred percent,

Steve Fretzin: yeah. Little crafty. I like it.

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Hey everybody, it’s Steve Fretzin as the, I’m the host of the Be That Lawyer Podcast, and if you’re serious about growing your law practice, let’s talk. I’ve coached hundreds of attorneys to build bigger books of business without selling, chasing, or wasting time. This isn’t a sales pitch, it’s a real 30 minute.

Strategy session to explore what’s possible for you in your practice. Just head over to Fretzin.com and grab a time that works for you. And let’s make this your [00:15:00] breakout year. So let’s turn this to government. So there’s lawyers out there who, may be able or be interested or are currently, selling, how do you market to government entities?

What’s, how do you do it or what do you recommend others that see that as a potential direction, how they do it.

Ben Walker: Conferences where we know buyers are going to be, we target buyers. The people that write the checks initially because they know whether they need what you do or not. It’s, and they’re easier to get ahold of and they’re easier to meet at these conferences.

Every state has ’em. Every large city has them. They have procurement conferences where anyone can go, assuming you buy the ticket or pay for a booth if you want a booth as well. Normally we would just go as an individual or a couple individuals. And locally here in Denver, they have one once a year. And buyers from all kinds of government entities go [00:16:00] schools courthouses, the power company people, the wa, Denver water, like they’ll all be there, the transportation people, construction.

So you can meet all these different buyers and if what you do. Isn’t needed by say the local transportation district, they’re gonna tell you and then you know right away I don’t need to pursue this anymore ’cause they don’t need what I do.

Steve Fretzin: Got it. Okay. So then how, how long does it take to, give us more about how long does it take to get a government contract?

How do you market to get in the door if you’re not going to these conferences?

Ben Walker: Oh, I would do it through LinkedIn for sure.

Steve Fretzin: Okay.

Ben Walker: A cold email does not work that well. LinkedIn works better, but it’s, it will take longer to cultivate the relationship.

Steve Fretzin: So try to get an inside connection. So you know me and I know that government entity, decision maker.

You’re [00:17:00] gonna reach out to me, see if I know them, and can I get you in the door, that type of thing.

Ben Walker: Or directly going to them through LinkedIn, connecting to them, and then sending them messages on LinkedIn. Okay.

Steve Fretzin: Okay. I like mine too. I like what you’re saying, like just connecting with them and then either making a pitch or kind of explaining what you do and why you might be valuable.

I teach my clients on a pretty regular basis, find the government entity or find the company that you want to get into, see who is employed there and find that second degree connection who you have in common, and then call that person, say, Hey John, I see you know Ben. That’s someone I’m interested in talking to.

How well do you know, Ben? You don’t know Ben? Okay. Then maybe I’ll try someone else or, yeah. We went to Colorado State together and we’re good buddies and boy, can I tell you some stories? Great. Can can, yeah. Do you think you’d be open a meeting with me if you said some kind words or if maybe the three of us go out for lunch or whatever it might be.

That to me, I think for most attorneys, is gonna hit the mark in a much more attractive and I think [00:18:00] productive way

Ben Walker: a hundred percent. And I agree with you that is a better approach than the blind LinkedIn. I didn’t know anyone in government,

Steve Fretzin: so I

Ben Walker: couldn’t do that yet. Now I can do what you’re talking about, but before I didn’t know anyone in government.

We, when we started working with government entities, it was uphill climb for sure.

Steve Fretzin: Yeah. Very cool. Let’s wrap this up and put a bow around it. There are lawyers that are interested in getting on panels, getting responding to RFPs. We’ve discussed some strategies for qualifying whether people should take their time.

Are there other considerations? For example, like it could take three weeks to complete the RFP. That’s gonna take you outta the game for three weeks to do it. Or if you have a team, don’t have a team. What are some other additional considerations, whether people should respond? And if so, what would be like the reasons why not?

Ben Walker: I would definitely customize every RFP response [00:19:00] to the government entity or corporation that you’re dealing with. Don’t just use a cookie cutter. We use the same response for everyone. You tailor it to their needs and use their language. So you read the RFP and you mimic how they write. So it’s a form of flattery.

And use their language, use their acronyms, and if you don’t know what they mean, look ’em off. It will take time. Depending on how long the RFP is, some of them are really long and take days or weeks, and some of them are really short and can take two days and you’ve spent two days. You’re out of the game for a couple days, but if you did the go, no go and it’s a good fit, it will be worth it.

Steve Fretzin: Yeah.

Ben Walker: If there are opportunities to volunteer with those government entities and those people do that first also to get the rapport. ’cause if you don’t have past performance or you can’t relate your past [00:20:00] performance to what they’re looking for, they look past you to someone who does have that experience.

So doing a good job of relating what you’ve done in the past to what they’re looking for. That takes practice and most, the lawyers can write very well, so they can make the correlation. If you have hard time doing that, though, that’s where the volunteering comes in to do stuff for free so that when it is time for them to do the RFP and to get paid, they’re gonna know that you know how to do it.

Steve Fretzin: Yeah, I love that. Let’s take a few minutes. I want to talk a little bit about the what we call there’s a new newish segment called Ben’s Big Mistake. It’s a cute way of saying, Ben, what’s something that happened in your career as a business owner that. It was a big mistake, but something that you learned a lesson that would be a teachable moment for folks listening,

Ben Walker: not checking references.

Steve Fretzin: Okay,

Ben Walker: so we hired an SEO company [00:21:00] again, this was a while ago, right? 10, 12 years ago. And they claimed all these things that I ended up finding out were very untree and they did some serious damage to our search engine optimization that took. Maybe 18 months to recover from.

Steve Fretzin: Yeah.

Ben Walker: And had I called any of their references, I didn’t even ask for references.

I took their word for it.

Steve Fretzin: Yeah, they seem credible.

Ben Walker: Yes. Yeah.

Steve Fretzin: Yeah. I had a similar one where I met with the guy, I said, the most important thing I’m trying to accomplish is a lead conversions. They come to the site, how do we get someone from the site to an appointment so that we could at least meet and have a conversation?

And this guy talked, this, that, and the other. Yeah, I ended up having to outsource the design ’cause he was terror. His design was terrible and unacceptable. And then when he built it, it did nothing that we’d said. So I sat at $20,000 later, I sat down with, I go, what was this supposed to accomplish?

He said, convert leads. I go, what’s the biggest problem with my site? He goes, it’s not [00:22:00] gonna convert leads. I was like, so do I get 20 grand back? No. He’s no. And I’ve never heard the guy again. Like he just drifted away into the miss. Like a evil, like a villain in a horror movie or something.

Ben Walker: Now I ask for three references, three to five, and then literally call them to make sure they exist and they’re not related to the

Steve Fretzin: person. Yeah, I go so far as to actually push prospective clients of my program to audit a class to understand if that’s, and I had a guy turn me down lately because he, the class wasn’t for him.

I could just see the look on his face when he was there. It wasn’t for him. For 90% of the people that come, they just can’t believe how great it is and how much information they’re getting and how Op Eye-opening it is. This guy, not so much and he just, I could see it in his look and I was happy that he’s going a different direction because that’s part of what that class does, is it’s helping me qualify people in and out.

And I provide one or two references, maybe three in some instances, but I’m being proactive pushing [00:23:00] that on people because they’re not gonna ask. But I believe it’s important for them to walk in with their eyes open if they’re gonna engage me.

Ben Walker: We do that too. We wanna make sure it’s a good fit for potential new clients.

’cause if it’s not a good fit, we don’t want them to be upset and yeah, then they get mad and ask for their money back and it’s not worth the time if it’s not a good fit.

Steve Fretzin: Yeah. I made the awful mistake one time. This is many years ago. I hired a woman to be our office manager. Not only did I not check references, but I didn’t do a background check.

I. Everyone loved this office manager. She was sweet as punch, sweet as pie. I even had her come over and babysit my, 1-year-old or 2-year-old at the time. And she was great and she brought him a little gift and it was just so sweet and everything. And she was basically stealing from me the whole time behind the scenes.

And I remember I called my credit card company and I was like, yeah, I wanna get my points redeemed. And they’re like, you have. I was like, come again. And that’s how I found out that she [00:24:00] had not only been stealing directly off the company credit card, but she had used all my points and everything. So it was a big, and she ended up doing like a year in Cook County jail.

And for those who know Cook County Jail in Chicagoland, holy mackerel, that is not where you wanna be. But she had a whole story of she was my girlfriend and I was trying to treat her to nice things and oh my God, it was, she was pregnant with my baby. It was quite an ordeal. Quite an ordeal.

Everybody sharing a little personal per but what’s the takeaway, right? Check references, background checks, and, those are the kinds of mistakes you make once I think, in your career lifetime, hopefully. Same thing with SEO.

Ben Walker: Yes. We now require fingerprint background checks that are run through the Colorado Bureau of Investigation and they’ll do it for, folks that live in other states.

Yeah. So yeah, all our people are now fingerprinted. And we ask for references and we check them.

Steve Fretzin: Yeah. Good stuff. Let’s wrap things up with thanking our sponsors. Of course, we’ve got PIM Con coming up in October for those personal injuries, looking for a [00:25:00] first class experience and of course, the law her podcast check out.

Sonya, if you haven’t heard, I’m sure you have, but if you haven’t, we’ve got be That Lawyer 101. Top Rainmaker Secrets to Growing a Successful Law Practice, number one on Amazon, and a bunch of legal marketing categories. 41 5 star reviews, and it is yours for the low price of whatever it is on Amazon right now.

But everyone’s saying great things about it. I personally think if you wanna make it rain or if you’re an existing rainmaker to have 101 rainmakers, basically sharing their best advice with you in one book. Not a bad read, not a bad investment. Hey, Ben, if people wanna check you out, they wanna, first of all, tell us more about.

The ditto transcripts. Tell us what you do and how you do it and why you’re different, better than anyone else. And then we’ll give out your digits.

Ben Walker: Okay? Like I said earlier, we do legal law enforcement, medical, financial, academic transcription services. What makes us different is that we answer the phone between eight and five every day, [00:26:00] and we return emails before the end of the day.

We certify our transcripts so we can be called court to testify to the authenticity. And if there was an issue on, I think they said this, you typed this, the transcriptionist can say, this is what I heard. This is why I typed it. Many of the, our competitors don’t certify their transcripts ’cause they’re using foreigners to do it or they’re using ai.

And the AI systems have no. Reason or capability to certify their transcripts. Like Google AI is not gonna certify legal transcripts that are gonna be used in court,

Steve Fretzin: right?

Ben Walker: Yeah. Yeah. It, that’s the human touch is what we tell our potential clients is how we’re different.

Steve Fretzin: People wanna get in touch with you to learn more about ditto transcripts.

They wanna work with you, figure out, maybe ask some questions about RFPs and dealing with the government. In fact, I’ve [00:27:00] got a government contracts attorney. Hey Aaron. And I wanna make an introduction for you ’cause I think you two had hit it off as well. Maybe some mutual benefit there, but yeah.

How do people get in touch with you?

Ben Walker: And if they fill out the contact us form it, I get a copy of it as well as a couple other people in the office. So I’ll see it.

Steve Fretzin: Okay.

Ben Walker: They can also call our phone number’s on the website. (720) 287-3710.

Steve Fretzin: Okay. I’m

Ben Walker: usually here.

Steve Fretzin: Okay. Listen man, I appreciate you coming on the show. This is a topic that I think is a bit of a, needs some demystification, like people don’t really know with RFPs.

With panels with government, like what to do, how to do just the fact that you’re giving out. Ideas and questions to ask or when to know that it’s, it’s a go or no go. These are things I think that are important for people, whether they’re in that space or not, it might come across their desk at some point.

Thanks man. Thanks for being on the show and sharing your wisdom with my audience.

Ben Walker: [00:28:00] You’re welcome, Steve. Thanks for having me.

Steve Fretzin: Yeah, and hang out for a second. Let me wrap things up and let you know everybody that I’ve been chatting with, Ben, and hopefully you guys have too, if you’re interested in.

Again, more be that lawyer stuff. We’ve got a YouTube channel under Steve Fretzin. You can check out the book, and I also write for Above the Law, if you go to Above the Law and they’re little. Open search section. Just type in Steve Fretzin and you’ll see my articles and infor and things I’ve posted up there for the last six to months or so.

And listen, guys, keep listening to the show. Let other people know about it. We want you to be that lawyer, confident, organized, and a skilled rainmaker. Take care, be safe, be well. We’ll talk again soon.

Narrator: Thanks for listening to be that lawyer, life changing strategies and resources for growing a successful law practice. Visit Steve’s website Fretzin for additional information and to stay up to date on the latest legal business development and marketing trends. For more information and important links about [00:29:00] today’s episode, check out today’s show notes.