Neutralizing the Incumbent Advantage
When you go back out to market for the same or similar goods or services that have been delivered to your organization for many years, are you alert for potential unfairness created by the strength of your incumbent contractor? Perhaps the incumbent has intimate knowledge of your unique requirements, they likely have formed strong working relationships with your key staff and have probably gained a detailed understanding of your operating environment.
We all know it’s important to try and level the procurement playing field to attract newcomers and ensure legitimate competitive tension, so how can you neutralize this seeming imbalance? During this interactive session, we will alert you to some potential landmines surrounding incumbents, and explore strategies for successfully addressing this issue when drafting your RFx.
- Recognize the importance of leveling the procurement playing field
- Analyze key sources of incumbent advantage
- Select strategies to neutralize sources of incumbent strength
Contact us to schedule your in-house session.