Dressing above the competition (OR: I'm the only one in a suit?)

[TheHoff]

Recently I had the opportunity to compete for an IT contract with a large law firm (200+ attorneys). After completing the first stage of responses, the firm's marketing department had an open meeting with the five shortlisted vendors; my company is small compared to the others who were invited so I was pretty excited to be in the mix. Arriving at the open meeting I was shocked to see that my team was the only one that chose to wear suits... not only that, but I was the only one in a tie. What possesses people to underdress for their clientele? They couldn't even manage a sweater and a tie underneath? I understand creative-types dressing more creatively, but there is no way I would go to a meeting at a law firm in anything less than a suit. At the next meeting, which was our presentation, I wore a different suit -- Canali medium grey, crisp white shirt, and a new Charvet tie, understated, with (polished) black captoes both times -- I'm sure I looked like a hundred other people in the building, but that is what you should aim for, right? Long story short... we got the contract

beating out much larger companies, some of them with 20 times more of employees. I think we offered some different options than the other companies but I can't help to think that dressing appropriately and presenting ourselves like a team who was comfortable dealing with a law firm also helped!

 

[lawyerdad]

Congrats. And I think your analysis is spot-on. You'll be doing very important work for the firm and its clients, and I think you helped yourself by helping to reassure them that you approach your work as seriously and professionally as they approach theirs.

 

[rnoldh]

Good for you!

I don't care what anyone says, but studies have been done that show men in suits get more respect and are deemed more authoritative than those that are casually dressed.

Your dress alone probably didn't win the contract for you but it was definitely a plus.

 

[mohwld]

Firstly, congratulations on the contract.

I agree with you, in that I don't understand how they would not wear suits in such a setting.

Once, when I was just starting out, I showed up on an appointment wearing a suit; after I made that sale the guy let me know that I was the ONLY one to show up dressed professionally, and that is why I got the deal.