I have been working with a client team going after a big RFP project for the federal government. They are an incumbent provider already doing much of the work that is being bid out. We found that incumbency, while it offers huge advantages, also poses risks for the incumbent when it comes to the win strategy for the RFP. Writing the RFP business proposal is especially challenging from the insider perspective.
I invite you to read today’s newsletter on the topic Incumbent? How to Win (Again). Build some new strategies into your corporate RFP training plan.