Recent Posts

• Winning Tenders As The Incumbent – It Starts In The Current Contract 30 Jun 2014 | 0 Comments

  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 30 Apr 2014 | 0 Comments

  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 Tenders As The Incumbent 14 Mar 2014 | 0 Comments

  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 14 Mar 2014 | 0 Comments

  BLINK AND THE POWER OF PROPOSAL PACKAGING While we are talking about books by Malcolm Gladwell (see last month’s article/blog… Read More

• David & Goliath – Challenging the Myth and the Giants 11 Feb 2014 | 0 Comments

  I have just finished reading Malcolm Gladwell’s, “David & Goliath – Underdogs, Misfits and the Art of Battling Giants” –… Read More