In the past several years, incumbents have lost their advantage in the Federal Government market. Industry studies show that incumbent contractors now have approximately the same win rate on rebids as non-incumbents. Rapid technological change, as well as fiscal constraints, mean that customers are more willing to consider alternatives. Still, winning a bid against an incumbent contractor is a challenge because best informed wins, and the incumbent is still the best informed.
Lisa Pafe, CPP APMP and Lohfeld Consulting Group Principal Consultant provides 10 proven best practices to create a competitive edge over the incumbent in today’s changing environment in this Lohfeld Consulting Group Business Winning Webinar.