Winning Your Rebid: How to Retain Contracts through Successful Competitive Rebids
- ID: 2142714
- April 2012
- 170 Pages
- Ashgate Publishing
Losing contracts at rebid can have a major impact on a business: the loss of turnover and profit, of customers, skills, people and potentially reduced morale and confidence. Investment in retaining rebids can underpin significant increases in growth, at a lower cost than focussing only on chasing new business.
Average retention rate of contracts at rebid is 60-70% across many companies, with others retaining as little as 50%, or less.
However, there are proven approaches that can improve any company's chances of winning.
Winning Your Rebid will help incumbent contractors increase their chances of retaining an existing contract. Whilst it includes the skills of bidding for new contracts, rebidding requires a significantly different set of actions and processes. The book takes you through all the preparations throughout a contract that will put you in the best position to win your rebid and includes valuable advice, techniques, case studies and ideas on how to run and deliver it successfully.
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.
Part I Running the Contract to Help You Win the Rebid: Starting the contract with the end in mind
- Measuring performance
- Adding value and continuous improvement
- managing and reducing risk
- Keeping the contract relevant
- Customer relationships.
Part II Preparing for and Running a Successful Rebid: Rebid preparations
- The rebid strategy
- Preparing the rebid solution
- Pulling it all together