Articles

articles on rebiddingWhat impact will rebids have on your growth?

Do you know the impact on your growth of losing rebids at your present retention rate? Our article gives you six steps to working out the answer and how to plan ahead.
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articles on rebiddingFocusing on what's new in your rebid

Too often incumbents are accused of offering 'more of the same' in their rebids. Here are four ways to help you (and your customer) focus on what's new in your submission . Download the free paper here

articles on rebiddingMore lessons from lost rebids

We've added a new set of examples of real lost rebids reviewed by the US Government Accountability Office, together with the lessons we can all learn from them. Download the free paper here

articles on rebiddingMarking regimes in Local Government Bids

We surveyed a number of Local Government procurements to see what ratios between quality and price are used, what formulas customers use for price scores and how they score quality answers. Here is the summary of what we found. Download the results here

articles on rebiddingMaking the most of transition in your rebid

Transition should be a strength for incumbents. Less risk, faster, lower cost than the competition. But too many incumbents fail to answer transition questions effectively. We show you how to make the most of your advantages. Download the free paper here

articles on rebidding4 things for day one of the contract to help your rebid

“Start your rebid on day one of the contract “is common advice. Here are four practical things you can do to help make that happen.
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articles on rebidding

Are you measuring what REALLY matters?

You probably have a lot of measures on your contract. But are they the right ones? Here are six steps to transform the positive impact your performance measures have on your customer relationships. View the article here

rebid surveyRebid Survey Results

We surveyed procurement professionals on their expectations and experiences of incumbents at rebids. View the article here

articles on rebiddingUsing risk of change in your rebid proposal

Advice on how, and how not to, use risk of change as a win theme in your rebid proposal. View the article here

articles on rebiddingPreparing for your rebid

What are some of the actions you can take to properly prepare for your rebid? Our article lists some of the most important. View the article here

articles on rebidding

Delivering strategic customer benefits on your contract

By focusing on the customer's strategic goals and your contribution to the value chain that deliver these goals you can focus on delivering benefits that will make a huge difference to your customer and how they see you. View the article here

Sun TzuSun Tzu and the art of rebidding

What does a chinese military leader from over 2000 years ago have to say about rebidding. We take a look. View the article here

articles on rebiddingWho should run your rebid?

We look at the skills, experience and approach needed to run a rebid. Should you be employing Recapture Managers?. View the article here

articles on rebiddingLPTA recompetes are not just about price

As the incumbent you need to look beyond just price in LPTA recompetes. And you can't always rely on Best Value to ensure a higher price higher value solution will win. We look at some real examples of lost recompetes. View the article here

articles on rebiddingAre your contract team creating an incumbent credibility gap?

How you deliver over the period of the contract has a real impact on your chances of winning the rebid. But is your contract team setting you up for success or for failure at the rebid? We look at the danger of an increasing customer dissatisfaction gap being created during the contract. View the article here

articles on rebiddingImplementing a Recapture Plan for your rebid

Capture Plans are used for winning new contracts. Recapture Plans should be used for rebids. This article looks at what a Recapture Plan is, how it is different to a Capture Plan, how to implement one and what to focus on View the article here

articles on rebiddingAvoiding rebid complacency. Warning sign 1

This first in a series of articles on the warning signs that complacency is creeping into your rebid looks at what to do if you keep hearing from your team that the customer really wants you to win. View the article here

articles on rebiddingAvoiding rebid complacency. Warning sign 2

When your team keeps telling you the customer wants more of the same that you are already delivering, is that a good sign? We think it is a warning sign of complacency creeping into your rebid effort. Here's why, and what to do about it. View the article here

articles on rebiddingAvoiding rebid complacency. Warning sign 3

If you think it's too risky for your customer to change contractor at the rebid, we think this is a warning sign that you need to think again (and that the risk is really that you won't win your rebid).Here's why, and what to do about it. View the article here

articles on rebiddingAvoiding rebid complacency. Warning sign 4

When your team tell you that a problem during your delivery of the contract you are now rebidding has long been fixed and forgotten about by your customer should you be happy and move on?. We don't think so. Here's why. View the article here

articles on rebiddingAvoiding rebid complacency. Warning sign 5

Is your team telling you that your competitors can't possibly run the contract as well as you, don't know the customer's needs and don't stand a chance of winning? Then you might have a real problem on your rebid. Find out why and what to do about it here. View the article here

articles on rebiddingYour incumbency is NOT a discriminator

Using your incumbency to show the customer why you are the best choice for the next contract is the right thing to do. But doing it properly is important. Here are some of the things to avoid, and some advice on using your incumbency intelligently in your rebid submission. View the article here

articles on rebiddingA real life example of what not to do in your rebid

We occasionally publish real life case studies of lost rebids, and the lessons we can all learn from them. Here is one more example of an incumbent losing their rebid because of actions they could easily have avoided. View the article here

articles on rebidding

How much impact will your contract manager have on your rebid success?

Your contract delivery can have a huge impact on your chances of a successful rebid. So is your contract team doing the things which will help you win your the rebid? Or are they working against your chances of retaining the contract?. View the article here

articles on rebidding

Why did you lose your last rebid?

Do you really know why you lost your last rebid? Here are 24 questions to ask yourself which might uncover the real reason. View the article here

articles on rebidding

Have you started your rebid preparation too late?

Too many incumbents inadvertently start too late. But when is 'too late' and why? Our article shows you when 'too late' might be for your rebid View the article here

articles on rebidding

Are you missing the vital evidence that could win your rebid?

We look at the vital evidence that could win your rebid, and how to uncover it View the article here