Winning Again: a game plan for incumbent suppliers
Wednesday 16 November 1.00pm AEDT
If your biggest customer put their business up for competition tomorrow, would you be ready? What story would you tell, and how effective would it be in helping you to win again?
When you win business through a competitive tender, chances are you'll need to pitch again to retain it. And this is never easy.
Incumbent suppliers face some unique challenges in winning again. And according to sources in procurement, only 50% end up being successful - even those who are doing a good job are still vulnerable to being replaced by a competitor.
Why does this happen, and what can you do about it?
This webinar is exclusively for companies that hold large corporate and government contracts that are subject to renewal or re-tender. Over 45 minutes, including time for Q&A, you will discover:
- How customer retention affects margin and profit growth
- Why customers are psychologically wired to seek other options, even when they are happy with your performance
- Three reasons why incumbents are more at risk than we think
- What "clear winners" do to retain and grown their major accounts, so you can do it too, and
- The cultural and strategic challenges you'll need to make to boost your chances of winning again
About the speaker
Robyn Haydon is one of Australia’s leading thinkers in the field of business development, working with businesses of all sizes to help them to win and retain important contracts and customers. Her clients have won and retained business worth hundreds of millions of dollars with many of Australia’s largest corporate and government buyers, including ANZ Bank, ATO, BHP Billiton, Centrelink, Commonwealth Bank, Dept of Defence, Dept of Employment, Dept of Health, Dept of Justice, Dept of Human Services, NBN Co, News Ltd, Optus and Woolworths.
She is a sought-after speaker on business development-related topics and is the author of three books, including Winning Again: a retention game plan for your most important contracts and customers, the Australian Institute of Management bestseller The Shredder Test: a step-by-step guide to winning proposals, and her most recent book Value: how to talk about what you do so people want to buy it.