Winning Again

A Retention Game Plan for Your Most Important Contracts and Customers

af Robyn Haydon

BEAT INCUMBENCY DISEASE, MAKE COMPETITORS IRRELEVANT & STAY NO. 1 WITH YOUR MOST IMPORTANT CONTRACTS AND CUSTOMERS 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. That's a scary number, and usually it isn't because they are doing a bad job - in fact, most are doing quite a good job. Incumbents lose because they're still doing the same job... (Læs mere)