Winning as the Incumbent

Today’s edition of Whale Hunters Wisdom, our biweekly newsletter, features an article on how to win a new contract when you are the incumbent.  There are advantages to incumbency but also particular risks.  The sales and business development process to re-bid for a current client needs special attention in your company.  Because you are an insider, the risks that seem obvious to an outsider may not be apparent to you.

I’ve offered examples of risks from our clients who were writing proposals for more business with a current whale.

I hope you will enjoy Winning as the Incumbent.

Special note:  we now have five Expert Series calls archived, on topics related to winning RFPs, the economy, the view from purchasing, social media 101, and a whale hunting success story.  Download Expert Series MP3 files here.