Winning Your Rebid: How to Retain Contracts through Successful Competitive Rebids

by Thacker,Nigel

• ISBN13: 9781409440352
• ISBN10: 1409440354
• Edition: 1st
• Format: Hardcover
• Copyright: 2012-04-28
• Publisher: Routledge

Summary

Losing a significant contract can have a major impact on a business, and the growth of a business will be significantly damaged if it fails to retain a significant proportion of the contracts it already has.Some businesses have very high retention rates for existing contracts (Serco for instance quote a 90% retention rate in their annual reports), however many businesses do not attain this level with 60 - 70% being the norm across the larger / medium sized companies, and others retaining as little as 50% of existing contracts or less at rebid.This book is dedicated specifically to helping incumbent contractors to increase their chances of retaining an existing contract which, whilst it includes the skills of bidding for new contracts, requires a significantly different set of actions and processes in order to be consistently successful. The book takes the reader through all the preparations throughout the whole period of a contract from its very start that will put them in the best position to win their rebid, then gives advice, techniques and ideas for how to run and deliver a successful rebid process and document.