WINNING TENDERS AS THE INCUMBENT – IT STARTS IN THE CURRENT CONTRACT One of the key advantages of incumbency, aside… Read More
WHY INCUMBENTS LOSE TENDERS All things being equal (and given e.g. the incumbent’s previous performance, prior relationship with the customer,… Read More
WINNING A TENDER AS THE INCUMBENT A previous article, Why Incumbents Lose Tenders, described a number of reasons why incumbents… Read More
BLINK AND THE POWER OF PROPOSAL PACKAGING While we are talking about books by Malcolm Gladwell (see last month’s article/blog… Read More
I have just finished reading Malcolm Gladwell’s, “David & Goliath – Underdogs, Misfits and the Art of Battling Giants” –… Read More