This week I am delighted to announce the launch of my new book, Winning Again: a retention game plan for your most important contracts and customers. As a subscriber to The Winning Pitch, I wanted you to be the first to know it’s coming, and have the opportunity to get your hands on a copy hot off the presses.
When you win business through a formal bid or tender, you will need to retain it that way too. But only about 50% of incumbent contract holders actually keep their contracts when it comes time to re-compete.
And the reason might surprise you.
It’s not always because the incumbent is doing a poor job with the contract. In fact, they’re often doing quite a good job. The reason is that they’re still doing the SAME job. And this just doesn’t meet a buyer’s expectations any more.
Incumbency is only an advantage if you choose to use it.
Winning Again will show you how to leverage your incumbency advantage to build a program of new ideas and fresh thinking to put in front of your most important contracts and customers.
It includes case studies and interviews with experts on both sides of the fence – procurement experts who have worked with some of Australia’s largest corporate and government buyers, as well as business development leaders who are responsible for bringing in annual revenues from $26 million to more than $100 million in highly competitive sectors including information communications technology, construction and engineering, and community services.
If you’re a CEO, business owner or senior manager with revenue responsibility, Winning Again will help you to retain the business you simply can’t afford to lose.
And if you’re up for that, I’d love to have a hand in helping you to achieve it.