Move beyond the basics in this training where you will find out why incumbency is a double-edged sword, and what you must do to ensure a win. Using a case study approach, you’ll develop specific strategies to mitigate each of the top seven reasons why incumbents lose. For example, how can you use your information advantage to put the focus on best value and not lowest price?
Or learn how the advantage shifts to challengers who can replicate the incumbent’s strengths, solve the incumbent’s weaknesses, eliminate client concerns about transition, and create a compelling reason to change. For example, how do you compensate for the incumbent’s information advantage? How do you offer innovation without introducing risk?
Join us in this hands-on workshop and learn to apply these proven techniques on your next proposal or capture. An electronic toolkit will make it easy for you to apply the principles back on the job. Take a deliberate approach to win your recompetes. As challenger, make informed bid/no bid decisions when trying to unseat a competitor incumbent, and increase your probability of winning those opportunities you bid.
Audience: Capture managers, account managers, proposal managers, others with a business development role, project managers, technical writers