articles
Read all of our rebidding articles below to prepare and improve your rebid.
Why Evaluators aren’t as important for your bid as you think
The advice from just about every bid consultant and bid best practice source is that knowing who the evaluators will be for your bid is a ‘must’ if you want to win. Only then can you fit your solution and bid writing to their needs, personal preferences, unique perspectives, even their preferred reading style. And…
Focusing on what’s new in your rebid
One of the dangers for incumbents is they focus too much on their existing solution in their rebid. Too often feedback from the customer to a losing incumbent is their rebid submission didn’t contain enough that was new or innovative, and just rehashed what they were already delivering. Ideally as you approach your rebid (during…
Avoiding failure in your rebid preparations
Four reasons why your rebid preparation efforts could fail And how to avoid them Having an effective rebid preparation process (we call it the Recapture Plan) is one of the most important things you can do to increase your chances of winning a rebid. It means you have the time before the ITT/ RFI is…
Five Warning Signs of Rebid Complacency – Part Five
The competitors don’t know how to run the contract After years of delivering the existing contract your team will indeed know how to run it in detail. But what should be a big advantage can become a disadvantage if approached without care. There are a number of potential pitfalls: Underestimating the competitors It’s true, your competitors might not know…
Five Warning Signs of Rebid Complacency – Part Four
That problem has been long forgotten. No one cares now Few contracts go through their whole life without there being some issues. Most will be minor, or temporary. But others can be significant or long running. Perhaps the implementation wasn’t as good as it could have been. Or a particular area of delivery has been…