WINNING TENDERS AS THE INCUMBENT – IT STARTS IN THE CURRENT CONTRACT One of the key advantages of incumbency, aside…
WHY INCUMBENTS LOSE TENDERS All things being equal (and given e.g. the incumbent’s previous performance, prior relationship with the customer,…
WINNING A TENDER AS THE INCUMBENT A previous article, Why Incumbents Lose Tenders, described a number of reasons why incumbents…
BLINK AND THE POWER OF PROPOSAL PACKAGING While we are talking about books by Malcolm Gladwell (see last month’s article/blog…
I have just finished reading Malcolm Gladwell’s, “David & Goliath – Underdogs, Misfits and the Art of Battling Giants” –…
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WHAT WERE THEY THINKING? VERY FEW LESSONS FROM THE 2010 ELECTION Another lesson in how not to win A previous…
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